John Collins Has Been a Sales Rep for AdVance for 18

question 50

Multiple Choice

John Collins has been a sales rep for AdVance for 18 years. When he began his career with AdVance he followed the money and sold to any customer he could convince to buy. In the last five years,however,he has been focusing on acting with integrity in every selling situation. As a result,he has discovered that his initial close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers. What principle does this most likely demonstrate?

• A)Transactional sales are built on lower prices.
• B)Acting with integrity can be counterproductive to a salesperson.
• C)No amount of professional success is worth sacrificing integrity.
• D)A sales rep can have a long career even with low sales and few referrals.
• E)Honesty and sincerity build long-term partnering relationships with customers.

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Definitions:

Morality Of Constraint

A stage in moral development where individuals follow rules and authority without questioning, often observed in children.

Conventional Morality

A stage of moral development where an individual's sense of morality is largely driven by the approval of others, adherence to rules, and maintaining social order.

Overregularization Error

A language development mistake where children apply grammatical rules too broadly, leading to errors.

Private Speech

Self-directed speech that children use to guide their behavior.