When Tracy Went to Work as a New Sales Rep

question 221

Multiple Choice

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name) . My name is (your name here) . I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

• A) a formula selling presentation.
• B) a stimulus-response presentation.
• C) a needs-satisfaction presentation.
• D) suggestive selling.
• E) consultative selling.

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Definitions:

Productivity

A measure of the efficiency of a person, machine, factory, system, etc., in converting inputs into useful outputs.

Counterdependence

A psychological behavior where individuals reject help from others or avoid relying on others, often as a strategy to maintain a sense of independence or control.

Insecure Pattern

A recurring behavior or thought process stemming from feelings of insecurity, affecting relationships and decision-making.

Overdependence

The excessive reliance on someone or something, often to the point where it becomes unhealthy or problematic.