Frank, a Commercial-Grade Air Conditioning Salesperson, Is Giving a Sales

question 117

Multiple Choice

Frank, a commercial-grade air conditioning salesperson, is giving a sales presentation to a construction company using the SELL Sequence. Which statement provides the benefits of Frank's product?

• A) Our units are made of high-grade stainless steel.
• B) Our units are backed by 15-year warranties.
• C) Our units have high energy-efficiency ratings.
• D) Our units will save you 10% in energy costs.
• E) Our units use less energy than others.

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Definitions:

Securities Law

Laws and regulations that govern the issuance, trading, and selling of securities to protect investors and ensure market integrity.

Attitudinal Structuring

The process of influencing or negotiating the attitudes and perceptions of others in a way that benefits organizational goals or team dynamics.

Integrative Negotiations

A negotiation strategy focused on collaboration between parties to find solutions that satisfy everyone's interests.

Distributive Negotiations

Negotiation processes focused on dividing a fixed amount of resources, often leading to a win-lose outcome.