Web-Star Makes Web Conferencing Software with Features That Integrate Directly

question 13

Multiple Choice

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-A Web-Star salesperson is preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software. What is the best advice for the salesperson?

• A)Use aggressive sales techniques because British business people appreciate aggressiveness.
• B)Remind the prospect of the disadvantages of competing Web conferencing products.
• C)Immediately use first names with the prospect because British business people are informal.
• D)Focus on objective facts about the Web conferencing product during the sales presentation.
• E)Call the prospect frequently after the sales presentation to determine if a decision has been made.

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Definitions:

Hassles

Minor everyday annoyances or problems that, cumulatively, can contribute to stress and affect well-being.

Downturns

Periods or phases characterized by economic decline, reduced activity, or diminished performance.

Distress

A negative emotional state that is a response to stress, characterized by feelings of anxiety, sorrow, or pain.

Approach-avoidance

A psychological conflict that involves being drawn to and simultaneously repelled by the same object, situation, or action.