A Sales Rep Is Trying to Close a Big Sale

question 51

Multiple Choice

A sales rep is trying to close a big sale with a new corporate customer. The sales rep states a few other major corporate customers and says that the potential customer may call them for a reference, to influence the customer to buy the product. These current customers have agreed to give a good recommendation if potential customers call them. Which individual tactic is the sales rep using in this situation to make the sale?

• A) rational persuasion
• B) inspirational appeals
• C) consultation
• D) ingratiation
• E) personal appeals
• F) exchange
• G) coalition
• H)Legitimization
• I) pressure

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Definitions:

Work Sheet

An internal document or spreadsheet used by accountants to prepare financial statements and consolidate adjusting entries.

Income Statement Debit

A transaction or expense that decreases net income on the income statement.

Net Loss

The amount by which expenses exceed revenues.

Adjustments

These are entries made in accounting to record expenses that have occurred but are not accurately represented in the financial statements at the end of the accounting period.