Alice Faulkner Is a Professional Salesperson

question 13

Multiple Choice

Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Faulkner is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure the potential customers she sells to are qualified prospects. How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

• A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper.
• B) Qualified prospects are part of an industry that buys advertising in the newspaper.
• C) Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
• D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team.
• E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.

---

Definitions:

Conscious Repetition

The intentional and repeated practice or review of information to aid memory retention.

Rehearsal

The act of practicing or repeating information or skills to enhance memory or proficiency.

Memory

The cognitive process of encoding, storing, and retrieving information, allowing individuals to retain knowledge and experiences over time.

Automatic Processing

Unconscious encoding of incidental information, such as space, time, and frequency, and of well-learned information, such as word meanings.