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:

Core Worker

An employee who is considered essential to the operations of a business, often providing critical skills or functions.

Charles Handy

A respected British management thinker known for his theories on organizational culture and motivation.

Common Purpose

A shared vision or goal that unites members of a group, team, or community, driving collaborative efforts towards achieving that goal.

Organization

A systematic arrangement of people and resources working together to achieve specific goals.