John Hagen, a Veteran Appliance Salesperson, Is in an Interview

question 76

Multiple Choice

John Hagen, a veteran appliance salesperson, is in an interview with a potential prospect. As the prospect talks about how more people are renting appliances rather than buying them, Hagen replies, "Really? That's interesting. So how many refrigerators do you want to order?" Hagen is engaged in ________ listening.

• A) marginal
• B) active
• C) evaluative
• D) routine
• E) borderline

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Definitions:

Economic Value

The measurement of the benefit provided by a good or service to an economic agent. It is typically assessed based on willingness to pay or market price.

Business Decisions

Choices or determinations made by businesses in the course of their operations to achieve objectives, solving problems or making strategic plans.

Group-based Reward System

A compensation strategy where rewards are based on the performance of a group rather than individual achievements.

Team Work

The joint work of a team to accomplish a shared objective or finish a task in the most productive and efficient manner.