When Handling Highly Technical or Engineered Products or When Encountering

question 61

Multiple Choice

When handling highly technical or engineered products or when encountering non-routine problems or prospecting for new accounts, it is important that the sales representative have the ability to:

• A) Be innovative, creative and flexible
• B) Use hard-sell tactics
• C) Rewrite company policies to satisfy customers
• D) Ask his or her role set for their opinions and inputs
• E) Look to a paternalistic sales manager for support

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Definitions:

Decision Makers

Individuals or groups responsible for making choices that determine the course of actions to be followed.

Efficient

The property of resource allocation where it is impossible to make any one individual better off without making at least one individual worse off.

Marginal Benefit

Marginal benefit is the additional satisfaction or utility that a consumer receives from consuming one more unit of a good or service.

Social Cost

The total cost to society, including both private costs borne by the producer and external costs borne by others, of producing a good or service.