Which of the Following Salespeople Is Likely to Succeed in Getting

question 31

Multiple Choice

Which of the following salespeople is likely to succeed in getting an appointment from a prospect?

• A) Grover, who attempts to deliver sales presentations to prospects over phone calls
• B) Yvette, who suggests a specific time when requesting for appointments with prospects
• C) Victor, who drops in on prospects unannounced
• D) Felicity, who requests for an appointment but expects the prospect to suggest the time
• E) Sam, who requests for an appointment but attempts to appeal to a prospect's buying motives using vague statements

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Definitions:

Impression Management

The process by which individuals attempt to control the perceptions others have of them, often through altering their behavior or presentation in social contexts.

Behavioral Management

Strategies and practices employed to influence individuals' actions within an organization.

Conflict Management

The practice of identifying and dealing with conflicts in a constructive manner to minimize the negative impact on organizations or relationships.

Moss Kanter

Rosabeth Moss Kanter, a professor at Harvard Business School known for her work on change management and organizational behavior.