A Salesperson Is Required by His Employer to Use a Script

question 53

Multiple Choice

A salesperson is required by his employer to use a script when making a sales presentation. The script includes standard jokes and repeated attempts at relationship building,plus a rapid close to the sale. The salesperson recognizes that a potential client has a reflective communication style and may be offended by some of the elements in the script. What should the salesperson do?

• A)The salesperson should omit the jokes and downplay the relationship-building attempts,while drawing out the close to give the potential client longer to decide.
• B)The salesperson should abandon the script without telling her manager and be blunt and direct with the potential client.
• C)The salesperson should double up on the research and facts she presents during the presentation to appeal to the potential client's deliberate side.
• D)The salesperson should ask her sales manager to come with her to the first sales call so that the potential client knows the company is serious about winning the client's business.
• E)The salesperson should stick with the script and timing as written,as it's been tested by her manager and has a high rate of success.

Understand the relationship between the number of substitutes and a monopolist's power to raise prices.

Distinguish between perfectly and imperfectly competitive markets.

Analyze the implications of market definitions on competition.

Recognize the unique attributes and outcomes of monopoly markets.

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Definitions:

Stress Hormones

Biochemical substances, such as cortisol and adrenaline, released by the body in response to stress, affecting physical and psychological well-being.

PTSD

Post-traumatic stress disorder is a psychological condition that occurs after someone has been through or seen a horrifying event, leading to symptoms like flashbacks, nightmares, and intense anxiety.

PTSD

Post-Traumatic Stress Disorder is a mental health condition triggered by witnessing or experiencing a terrifying event, characterized by flashbacks, nightmares, and severe anxiety.

Stress-Related

Pertaining to or arising from stress, affecting physical or mental health.