Ray Sanchez Began as a Junior Sales Rep at Industrial

question 42

Multiple Choice

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships.
-Sanchez's success is due largely to the fact that:

• A) he was born with the personality of a successful salesperson and capitalized on that
• B) he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors
• C) he has unlimited energy and makes more cold calls than any other salesperson at his level in the company
• D) he knows how to persuade prospects to buy the products he is selling
• E) men tend to be more successful at selling industrial products than women do

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Definitions:

Tendons

Tough, fibrous connective tissues that connect muscles to bones, enabling movement.

Digital Examination

Part of a physical examination in which the physician inserts one or two fingers of one hand into the opening of a body canal such as the vagina or the rectum; used to palpate canal and related structures.

Rectal

Pertaining to the rectum, the final section of the large intestine, connecting the end of the colon and the anus.

Waxy Secretion

A substance produced by glands in the body that has a waxy texture, often playing a protective or lubricating role.