Rick Is a Sales Representative for Lucent Technologies

question 209

Multiple Choice

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

• A) objections
• B) presentation
• C) approach
• D) preapproach
• E) sales-planning

---

Definitions:

Retrieving

The process of getting information out of memory storage.

Core Knowledge Perspective

A theory in developmental psychology that suggests children are born with innate knowledge systems or core domains of thought.

Innate Knowledge Systems

Cognitive structures present at birth that allow individuals to acquire knowledge, often considered a part of the nature versus nurture debate.

Reflexive Behaviors

Automatic, instinctual actions that do not require conscious thought, often present from birth.