Roni Harris Is a College Student in the Business Department

question 13

Multiple Choice

Roni Harris is a college student in the business department of her local university.She came in to college thinking she wanted to become an Accounting major,but discovered that she is interested in product marketing and in sales.
-Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades.Should Roni mention this to the prospect?

• A)No.Roni should not attempt to use this commonality to gain an unfair advantage in selling.
• B)No.The prospect will be unlikely to be interested in any commonalities she shares with Roni.
• C)Yes.Roni should ask the prospect detailed questions about what sorority life was like ten years earlier in an attempt to understand the older generation.
• D)Yes.Roni should mention the commonality as a way to establish initial rapport with the prospect.
• E)Yes.Roni should exploit the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.

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Definitions:

Identity

The distinguishing character or personality of an individual, group, or entity, often shaped by personal choices and social interactions.

Underestimate

The act of judging something to be smaller or less important than it actually is.

Hofstede's Theory

A framework for understanding the cultural differences among countries, focusing on dimensions such as individualism vs. collectivism and power distance.

National Cultures

The shared beliefs, values, norms, and practices that are specific to the inhabitants of a particular country.