Bailey Is a New Salesperson for a Textbook Publisher

question 188

Multiple Choice

Bailey is a new salesperson for a textbook publisher. She is compiling a list of professors who make textbook buying decisions and plans to contact these professors to determine what texts they are currently using, and if they plan to adopt a new text. Identifying those decision makers who are willing to consider one of her texts is called

• A) personal development.
• B) sales identification.
• C) preliminary sales analysis.
• D) prospecting and qualifying.

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Definitions:

Learning Disabilities

Neurologically-based processing issues that can interfere with learning basic skills such as reading, writing, or math, as well as higher-level skills including organization and time planning.

Developmental Psychologists

Psychologists who specialize in understanding how people grow and change throughout their lives, from infancy to old age.

Special Challenges

Unique or exceptional difficulties that individuals or groups may face, requiring specific strategies for overcoming.

School-Cutoff Strategy

A means of assessing the impact of early education by comparing the intellectual performance of children who are almost the same age but begin schooling a year apart because of school rules that set a specific cutoff birthday date for starting school.