Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 53

Multiple Choice

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-When it is time for the church representative to sign the contract,Shane mentions that printing costs are not included in the price he quoted during the presentation. The church representative feels deliberately misled by Shane and finds that the printing costs put the ads over the church's budget. At what point should Shane have discussed the price breakdown?

• A)during the close
• B)during the pre-approach
• C)while building rapport
• D)during the presentation
• E)while servicing the sale

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Definitions:

Fallacy Of Composition

The erroneous belief that what is true for a part is necessarily true for the whole.

Better View

An improved or more favorable perspective or visual outlook on something or from a specific location.

Ceteris Paribus

A Latin phrase meaning "all other things being equal," used in economics to isolate the effect of one variable change in a model.

Causes

Factors or events that bring about an effect or a change.