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

question 26

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.
-From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half. What most likely explains this?
A)The prospects at the trade show were both qualified and interested in the product.
B)The prospects at the trade show had more money to spend than most customers.
C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
D)The trade show only attracted prospects that had been referred to Andrew and his firm.
E)The trade show required exhibiting companies to offer discounts to all attendees.

• A)The prospects at the trade show were both qualified and interested in the product.
• B)The prospects at the trade show had more money to spend than most customers.
• C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
• D)The trade show only attracted prospects that had been referred to Andrew and his firm.
• E)The trade show required exhibiting companies to offer discounts to all attendees.

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Definitions:

Output Good

A product or service that is the result of a production process.

Profit-maximizing

A strategy or approach by businesses aimed at achieving the highest possible profit from their operations.

Factor 2

In a variety of contexts, this could refer to the second variable or element in an equation, model, or experimental design that influences outcomes.

Price

The amount of money or compensation commanded by something in a market; the cost at which something is bought or sold.