Roni Harris, a College Student in the Business Department of Her

question 23

Multiple Choice

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas.

-Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades. Should Roni mention this to the prospect?

• A)No. Roni should not attempt to use this commonality to gain an unfair advantage in selling.
• B)No. The prospect will unlikely be interested in any commonalities she shares with Roni.
• C)Yes. Roni should ask the prospect detailed questions about what sorority life was like 10 years earlier in an attempt to understand the older generation.
• D)Yes. Roni should mention the commonality as a way to establish initial rapport with the prospect.
• E)Yes. Roni should use the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.

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Definitions:

Cultural System

An organized set of symbols, values, norms, and practices shared by a group that shapes their view of the world and their behavior within it.

Personality System

A term describing the organized set of characteristics and behaviors that distinguishes an individual and influences their interactions and adaptations to their social environment.

Latency

A period of inactivity or delay before a process or response initiates following a stimulus.

Imperative

Something that is required or absolutely necessary; a principle or command that needs to be followed.