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.

Understand the constitutional basis for the regulation of commercial speech.

Comprehend the doctrine of judicial review as established in Marbury v. Madison.

Grasp the significance of federalism in dividing power between federal and state governments.

Understand the application of the Commerce Clause in the regulation of business activities.

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Definitions:

Market Research

The process of gathering information about consumers that will improve marketing efforts.

Marketing Research Process

A systematic approach to collecting, analyzing, and interpreting data related to marketing decision-making, typically involving steps such as defining the problem, developing a research plan, collecting data, and reporting findings.

Analyze Data

The process of inspecting, cleansing, transforming, and modeling data to discover useful information, inform conclusions, and support decision-making.

Collect Data

The process of gathering and measuring information on variables of interest, in a systematic fashion that enables one to answer stated research questions, test hypotheses, and evaluate outcomes.