Jenny Is Making a Sales Presentation to a Retailer That

question 42

Multiple Choice

Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

• A) came across as being dishonest.
• B) seemed to annoy the potential client.
• C) forgot to highlight the soap's benefits and features.
• D) raised objections that the prospect would not have had.
• E) made the presentation too long.

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Definitions:

Social-learning Theory

A theory that suggests individuals learn behaviors through observing others, imitating observed behaviors, and being rewarded or punished.

Aggressive Behavior

Actions intended to cause harm or discomfort to others, often manifesting through physical or verbal assaults.

Punish Acts

Involves imposing consequences or penalties for behavior deemed unacceptable or wrong.

Instrumental Aggression

Behavior aimed at achieving a specific goal, often involving harm or injury toward others as a means to an end.