Scenario 18

question 28

Multiple Choice

Scenario 18.1 Use the following to answer the questions.
Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
Refer to Scenario 18.1. Sean selects several motorcycle stores that are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?

• A) Prospecting
• B) The preapproach
• C) Approaching the customer
• D) Making the presentation
• E) Overcoming objections

---

Definitions:

Influenza Vaccination

The act of receiving a vaccine to protect against the influenza virus, recommended annually to reduce the risk of flu and its complications.

Cardiac Rehabilitation

A customized program of exercise, education, and support to help patients recover after a heart attack, surgery, or other heart conditions.

Macrobiotic, Vegetarian

A dietary regimen emphasizing whole grains, vegetables, and beans, while avoiding processed foods and meats, to promote health and longevity.

Healthy People 2020

A set of health objectives for the United States to improve the health of all Americans by the end of 2020.