A Salesperson Is Required by His Employer to Use a Script

question 53

Multiple Choice

A salesperson is required by his employer to use a script when making a sales presentation. The script includes standard jokes and repeated attempts at relationship building,plus a rapid close to the sale. The salesperson recognizes that a potential client has a reflective communication style and may be offended by some of the elements in the script. What should the salesperson do?

• A)The salesperson should omit the jokes and downplay the relationship-building attempts,while drawing out the close to give the potential client longer to decide.
• B)The salesperson should abandon the script without telling her manager and be blunt and direct with the potential client.
• C)The salesperson should double up on the research and facts she presents during the presentation to appeal to the potential client's deliberate side.
• D)The salesperson should ask her sales manager to come with her to the first sales call so that the potential client knows the company is serious about winning the client's business.
• E)The salesperson should stick with the script and timing as written,as it's been tested by her manager and has a high rate of success.

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Definitions:

Sensory Memory

The briefest memory component that enables people to maintain sensations of sensory data even after the initial stimulus has disappeared.

Semantic Memory

A subset of long-term memory involving the capacity to remember meanings, understandings, and concept-based knowledge unrelated to specific experiences.

Short-Term Memory

The part of the memory system where information is stored for a short duration, typically for a few seconds to a minute.

Sperling's Partial Report Technique

A cognitive psychology experiment that demonstrated the existence and characteristics of the visual sensory memory by asking participants to recall a subset of characters from a briefly displayed array.