Ruth Cyboran and Luis Ross Recently Met Again at Their

question 161

Multiple Choice

Ruth Cyboran and Luis Ross recently met again at their 10th high school reunion. The men were close friends throughout school but lost touch with each other after graduation. They enjoyed their recent meeting and promised to keep in touch, especially because they had both chosen the same career--professional sales. Cyboran works for a paper company selling gift wrapping paper, ribbons, and boxes to retailers. Ross provides digital technology consultations to small businesses. Even though both believe in the Core Principles of Professional Selling, they both expressed concern about the new emphasis on relationship selling. Like other salespeople, Ross and Cyboran both receive ________ rewards as a result of their ability to sell and create long-term customer relationships.

• A) hygiene and motivational
• B) financial and nonfinancial
• C) performance and intrinsic
• D) conceptual and functional
• E) short-term and long-term

Comprehend the preparatory steps for a sales approach and presentation.

Learn demonstration techniques and their application in sales presentations.

Understand the concept and effectiveness of various sales approaches.

Identify and apply appropriate sales approach techniques to specific sales scenarios.

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Definitions:

Fear

The central nervous system’s physiological and emotional response to a serious threat to one’s well-being.

Behavioral-Evolutionary

An approach in psychology that combines principles of behavioral analysis and evolutionary biology to understand how behavior is influenced by genetic and environmental factors.

Predisposition

A natural inclination or tendency to develop a particular condition or disease.

Environmental

Environmental pertains to anything related to the natural or built surroundings that affect organisms.