While Planning a Sales Call, Sheila Makes Notes on the Buyer

question 19

Multiple Choice

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

• A)experiencing sales reluctance
• B)over planning
• C)going over an approach checklist
• D)wasting valuable time
• E)most like she is a new salesperson

Understand the concept of communication apprehension and its potential responses.

Differentiate between assertive and aggressive communication.

Describe effective strategies for coping with communication apprehension.

Recognize the importance of assertiveness in communication.

---

Definitions:

Hyaline Cartilage

A type of cartilage with a glossy appearance found in joints, respiratory tract, and embryonic skeleton.

C-rings

The cartilaginous semi-circular support structures found in the trachea and bronchial tubes to keep the airway open.

Probability

The measure or likelihood that an event will occur, often expressed as a number between 0 and 1.

Potential Loss

The possible negative outcomes or amount of money that might be lost in an investment or venture.