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

question 6

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.
-In the morning,the Web-Star salesperson will give a sales presentation to a current client,and in the afternoon,the salesperson will give a sales presentation to a new prospect. How is pre-call planning different for the two presentations?

• A)It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown.
• B)It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust.
• C)It is useful to do pre-call planning with both old and new clients if you have the time,but a good salesperson can conduct an effective sales call without prior preparation.
• D)It is equally important for both types of clients,as current clients' needs may have changed since the original purchase.
• E)It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the product.

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Definitions:

Primary Appraisal

The initial evaluation process in which an individual assesses the significance of a stressor as a threat, challenge, or harm/loss.

Lazarus's Theory

A concept in psychology that emphasizes the role of cognitive appraisal in emotions, suggesting that emotions are a result of an individual's evaluation of a situation.

Problem-focused Coping

A strategy for managing stress by directly tackling the problem that is causing emotional distress.

Emotion-focused Coping

A strategy aimed at managing the emotional response to a stressful situation rather than confronting the root of the problem directly.