The Salience of the Target in the Situation Is the Extent

question 124

Multiple Choice

The salience of the target in the situation is the extent to which the target stands out in a group of people or things. Which of the following cases makes the BEST argument for using salience to one's advantage in the workplace?

• A) Jerry, knowing his supervisor's tendency to praise and promote outspoken sales reps, makes it a point to voice his opinion confidently and enthusiastically at all sales meetings, corporate get-aways, and multi-level conference calls.
• B) Joyce knew that her clothing was a distraction to some of her co-workers, but she did not care. Joyce could not understand why her co-workers held little regard for her thoughts and ideas.
• C) Yolanda's position requires that she speak before large groups of potential buyers with great skill and knowledge, but she is by nature a shy and timid person. To overcome this, she takes a night course on public speaking but ultimately decides that she simply lacks the requisite skills to do her job.
• D) Sharon knows that her supervisor appreciates staff members who take the role of devil's advocate during meetings. She refuses to disagree with her boss in public.

Grasp the significance of customer testimonials, guarantees, and demonstrations as trust-building tools.

Differentiate between effective and ineffective sales presentation techniques.

Comprehend the importance of visual aids, demonstrations, and dramatics in making persuasive sales presentations.

Recognize the ethical considerations in sales demonstrations and presentations.

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Definitions:

Investments

Assets purchased with the expectation that they will generate income or appreciate in the future.

Financial Statements

Formal records of the financial activities and position of a business, presenting its operations, financial condition, and cash flows.

Consolidated Financial Statements

Financial statements that show the aggregated financial position and results of operations for a parent company and its subsidiaries.

Parent's Control

The influence and authority a parent company holds over its subsidiary's operations and financial decisions.