Gavin's Position at Pharma-Tech Involves Purchasing Complex Manufacturing Components,making Decisions

question 30

Multiple Choice

Gavin's position at Pharma-Tech involves purchasing complex manufacturing components,making decisions based on technical data,and creating detailed,scientific reports. Tanya,the sales representative assigned to work with Gavin,has experienced difficulties in the past when attempting to communicate with Gavin,who is precise,aloof,serious,and disciplined. Which of the following would most likely help Tanya build a relationship with Gavin?

• A)Tanya should use both verbal and nonverbal communication styles to keep Gavin engaged in the sales presentation.
• B)Tanya should express great enthusiasm for the products she sells and ask Gavin many questions to draw him into the presentation.
• C)Tanya should give a quick-paced presentation and attempt to close the sale quickly to prevent wasting too much of Gavin's time.
• D)Tanya should take time to learn about Gavin's personal and work life before giving a brief overview of the product she is selling.
• E)Tanya should give a well-organized presentation with extensive documentation and avoid pressuring Gavin to make a quick decision.

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Definitions:

Interest Rate Parity

A theory which posits that the difference between the interest rates of two countries is equal to the difference between the forward exchange rate and the spot exchange rate.

Interest Rate Differential

The difference in interest rates between two financial instruments or two countries, often influencing currency values and investment flows.

Forward Exchange Rate

The agreed-upon exchange rate for currencies to be exchanged on a specified future date.

Swaps

Financial derivatives contracts where two parties agree to exchange one stream of cash flows for another, often used to manage risk or speculate.