Blake's Client Expressed Her Concerns and Questioned Some of the Details

question 235

Multiple Choice

Blake's client expressed her concerns and questioned some of the details of the sales proposal once he completed his sales presentation. An effective salesperson would

• A) downplay these objections and push to close the sale as quickly as possible to avoid the endless questions that some customers ask.
• B) address her concerns and develop a better relationship.
• C) consider revising the presentation so that next time customer concerns and objections can be avoided.
• D) bring in the top executives of the company to close the sale.

Discuss the concept of self-fulfilling prophecies in the workplace and their consequences.

Describe the implications of classical and bureaucratic management theories on worker productivity and psychological well-being.

Understand the role of management practices in promoting self-actualization and addressing employee needs.

Distinguish between different management theories (e.g., Theory X, Theory Y, scientific management) and their approaches to employee motivation and control.

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Definitions:

Test Marketing

Introducing a new product in its final form to a geographically limited market to see how well the product sells and to get reactions from potential users.

Competitive Advantage

A condition or circumstance that puts a company in a favorable or superior business position.

Consumer Feedback

Opinions, inputs, and reactions provided by the consumers or end-users of a product or service, serving as valuable insight for companies to improve their offering.

Competitive Advantage

The unique features, resources, or positioning that allows an organization to outperform its competitors in the market, leading to greater sales or margins.