Ed Curtiss Is a Sales Representative with a Small Electronics

question 78

Multiple Choice

Ed Curtiss is a sales representative with a small electronics firm. Ed's employer has made significant design changes to its top-selling scientific calculator. Ed has a meeting with the superintendent of a large, urban school district and hopes to make a large sale of the calculators, which would be suitable for high school math students. The ________ approach would most likely be effective for Ed.

• A) customer benefit
• B) showmanship
• C) product
• D) referral
• E) introductory

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Definitions:

Constructing Meaning

The process of understanding or making sense of information, texts, or experiences through interpretation.

Probing Questions

Inquiries designed to elicit more detailed and comprehensive information from a respondent.

Presented Information

Data or knowledge provided or shown to others, often in a structured format.

Relational Level

An aspect of communication that concerns the nature of the relationship between the participants, including how they feel about each other.