Ron,a Sales Representative for a Software Firm,is Giving a Sales

question 20

Multiple Choice

Ron,a sales representative for a software firm,is giving a sales presentation to Mona,a buyer for a large manufacturing firm. Making a sale to Mona would double Ron's sales amount for the month and lead to a large commission. As they're engaging in small talk,Mona mentions to Ron that she's a huge fan of the local college football team. Ron's wife works at that college and can get season tickets for the games. What should Ron most likely do?

• A)Ron should ask Mona more about her interest in the football team to discover if she would like tickets or if she already has her own.
• B)Ron should ask his sales manager after the sales meeting if he should offer Mona tickets to the games.
• C)Ron should assume that by mentioning the team,Mona is subtly letting him know what her preferences are so that he can give her a gift to win her business.
• D)Ron should offer Mona season tickets to the games to influence her to buy the software product he is selling.
• E)Ron should let the comment go and continue with the presentation to win Mona's business on the merits of the product and price.

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Definitions:

Triangulation

A method used in research to cross-validate data through the use of multiple data sources, methods, investigators, or theories.

Garbology

The study of a community or culture by analyzing its waste to understand its habits and behaviors.

Covert Observations

Observing subjects without their knowledge for research or information-gathering purposes.

Slash-And-Burn Agriculture

A method of farming that involves cutting and burning plants in a forest or woodland to create fields.