Susie Is Employed as a Sales Assistant for an Outside

question 96

Multiple Choice

Susie is employed as a sales assistant for an outside sales department. Her supervisor has given her a list of potential client's names and company details and asked her to do some background checks on the companies. Among the various checks that Susie conducts are: a company check with the Australian Securities Commission to establish that the company is solvent and a search for company annual reports which she uses to make a rough estimate of volume of business. Susie is MOST likely carrying out which sales task?

• A) market research
• B) prospecting for sales leads
• C) qualifying leads
• D) pre- approach
• E) all of the above

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Definitions:

Behavior Contracting

A therapy technique where individuals agree on a written contract that specifies desired and undesired behaviors and the consequences of each.

Behavioral Therapists

Professionals who treat mental health disorders by focusing on modifying dysfunctional behaviors through various techniques and interventions.

Psychoanalytic

Pertaining to a set of theories in psychology that focus on unconscious processes influencing behavior and thoughts.

Rational-emotive Therapy

A psychotherapeutic approach that focuses on resolving emotional and behavioral problems by confronting irrational beliefs and changing them into rational ones.