Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 32

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?

• A)developed trust and presented solutions
• B)established rapport and asked basic needs discovery questions
• C)asked basic needs discovery questions and negotiated pricing
• D)negotiated pricing and closed the sale
• E)closed the sale and agreed on shipping terms

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Definitions:

Idealistic

Characterized by the pursuit of high or noble principles, purposes, goals, or perfection.

Concrete Operational Stage

Piaget’s third stage of cognitive development, lasting from about 7 to 11 years of age, during which the individual uses operations and replaces intuitive reasoning with logical reasoning in concrete situations.

Abstract Thinking

The ability to think about objects, principles, and ideas that are not physically present.

Logical Reasoning

The process of using structured, coherent, and systematic steps to arrive at conclusions or solve problems.