Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 41

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.
-Despite the discount Shane offers,the church representative walks away from the deal. What can Shane most likely learn from this experience?

• A)Show less confidence at closing.
• B)Engage in longer selling cycles.
• C)Focus on individual buying motives.
• D)Strive for incremental commitment.
• E)Avoid surprises at the close.

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Definitions:

Discovery

Formal investigation prior to trial. Opposing parties use various methods, such as interrogatories and depositions, to obtain information from each other and from witnesses to prepare for trial.

Counterclaim

A legal claim brought against the plaintiff by the defendant within the same lawsuit.

Discovery

A pre-trial procedure in a lawsuit where each party can obtain evidence from the opposite party through various means, such as interrogatories, document requests, and depositions.

Deposition

A pretrial question and answer proceeding, usually conducted orally, in which a party or witness answers an attorney's questions. The answers are given under oath, and the session is recorded.