Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 53

Multiple Choice

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-When it is time for the church representative to sign the contract,Shane mentions that printing costs are not included in the price he quoted during the presentation. The church representative feels deliberately misled by Shane and finds that the printing costs put the ads over the church's budget. At what point should Shane have discussed the price breakdown?

• A)during the close
• B)during the pre-approach
• C)while building rapport
• D)during the presentation
• E)while servicing the sale

---

Definitions:

Gay Identity

The self-identification of a person as being homosexual, recognizing and accepting one's own sexual orientation towards the same sex.

Sensitization

The process of becoming more responsive or sensitive to a stimulus after repeated exposure to it.

Dissociation

A psychological condition where there is a disconnection and lack of continuity between thoughts, memories, surroundings, actions, and identity.

Promiscuity

Engaging in sexual activities with multiple partners without engaging in a committed relationship.