Butch Is in the Process of Qualifying Leads He Received

question 99

Multiple Choice

Butch is in the process of qualifying leads he received from corporate headquarters. Butch will assess

• A)whether it is worthwhile to pursue these potential customers.
• B)how often these customers have bought his products in the past.
• C)whether he should use role playing in his sales presentation.
• D)what objections he is likely to receive from the customers.
• E)how to preapproach these people.

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Definitions:

Hygiene Factors

Factors related to the work environment that can lead to job dissatisfaction if absent, such as salary, company policies, working conditions, and job security.

Job Satisfaction

The degree to which an individual feels positive or negative about a job.

Herzberg

Refers to Frederick Herzberg, a psychologist who is best known for introducing the two-factor theory of motivation, distinguishing between hygiene factors and motivators.

McClelland's View

refers to David McClelland's theory that human motivation is primarily driven by three needs: achievement, power, and affiliation.