Andrew McIlhern, a Software Sales Representative, Is Not Happy About

question 75

Essay

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely.

-How can Andrew use those two days in the exhibit hall to increase his pipeline?
A)spend time studying product literature to increase his product knowledge
B)present to unqualified visitors to the booth to improve his elevator pitch
C)make calls to current customers during breaks to provide after-sale service
D)ask co-workers to call some of his prospects to obtain potential referrals
E)qualify prospects with a few questions when they first enter the booth

• A)spend time studying product literature to increase his product knowledge
• B)present to unqualified visitors to the booth to improve his elevator pitch
• C)make calls to current customers during breaks to provide after-sale service
• D)ask co-workers to call some of his prospects to obtain potential referrals
• E)qualify prospects with a few questions when they first enter the booth

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Definitions:

Schachter-Singer Theory

A psychological theory suggesting that emotional experiences arise from cognitive appraisal of a physiological response to stimuli.

Positive Psychology

A branch of psychology that focuses on the study and promotion of positive aspects of human life, such as happiness, well-being, and flourishing.

Realistic Goals

Achievable objectives set by an individual that are based on practical expectations and a clear understanding of their abilities and limitations.

Productive Behavior

Actions that lead to achieving desirable outcomes, often in terms of work, creativity, or social contributions.