Tracy Is a Salesperson for Zorc Computers and Is Having

question 29

Multiple Choice

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:​

• A)​needs to improve her prospecting and qualifying skills.
• B)is not spending enough time presenting the features and benefits of the products.
• C)​needs to find a way to lower the price of the products.
• D)​does not know the products well enough to sell them.
• E)​is working with customers who are loyal to a different supplier.

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Definitions:

Ethically Sensitive

Pertaining to individuals or practices that are acutely aware of and responsive to ethical standards and implications.

Role Perceptions

Individuals' views and understandings of their responsibilities, duties, and behaviors expected in a particular social or work setting.

Motivation

The processes that account for an individual's intensity, direction, and persistence of effort towards attaining a goal.

Moral Intensity

The degree of pressure felt to make ethical or unethical decisions, influenced by the perceived magnitude of consequences and social consensus surrounding an action.