While Making a Sales Presentation to the Head of a Local

question 65

Multiple Choice

While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year. This conversation is:

• A)need identification
• B)relationship building
• C)price negotiation
• D)qualifying the prospect
• E)post-sales service

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Definitions:

Air Disc Brakes

A type of brake system used in vehicles, particularly heavy-duty trucks and buses, that uses air pressure to push pads onto a disc to create friction and stop the vehicle.

Mechanical Braking Efficiencies

The effectiveness and performance efficiency of a mechanical braking system in converting kinetic energy into heat energy to stop a vehicle.

Drum Brakes

A brake system in which a rotating drum fixed to the wheel assembly turns around stationary friction-faced shoes. Braking action is achieved when the shoes are forced into the drum inside diameter. The common foundation brake system used on trucks using S-cam actuation of the shoes.

S-cam Type Foundation Brakes

A type of drum brake system commonly used in heavy vehicles, where an S-shaped cam forces the brake shoes apart and against the drum to create friction and stop the vehicle.