Scenario 19.1 Use the Following to Answer the Questions

question 87

Multiple Choice

Scenario 19.1
Use the following to answer the questions.
Jafrum,Inc.is a wholesale supplier of motorcycle accessories,clothing,and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items,but sells them to other retailers and also sells its merchandise through its website.Sean Thompson is one of the salespeople for Jafrum,and is responsible for obtaining new customers,increasing sales to current customers,and visiting the retail stores throughout the country.Recently,he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers.Sean's current compensation is based on a $1,000 per month draw,plus 5% of all sales over $100,000.His salary last year totaled $42,000.Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales,but no draw.
-Refer to Scenario 19.1.Sean selects several motorcycle stores who are not currently his customers.He then obtains and analyzes information about the current brands of motorcycle accessories they stock,their sales trends,and credit history.Sean is engaged in which of the following?

• A)prospecting.
• B)the preapproach.
• C)approaching the customer.
• D)making the presentation.
• E)overcoming objections.

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Definitions:

Demanding Tone

A manner of speaking or writing that expresses a firm expectation that instructions will be followed or needs will be met.

Compliance

The act of adhering to guidelines, standards, or laws that are set by governments or other regulatory bodies.

Tone

The quality or attitude expressed in written or spoken communication, conveying the speaker's or writer's feelings or intentions.

Organizing Questions

Queries designed to structure or clarify thoughts, ideas, or projects, making them more coherent and easy to navigate.