Andrew McIlhern,a Software Sales Representative,is Not Happy About Giving Up

question 7

Multiple Choice

Andrew McIlhern,a software sales representative,is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show.When he consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely.
-From the base of prospects Andrew makes at the trade show,he closes sales on twice as many as his usual close rate,and his sales cycle is only 3/4 as long as usual.What explains this?

• A)The prospects he met at the trade show are already qualified and have seen a demo of the software in the booth and have asked to be contacted.
• B)The prospects he met at the trade show had more money to spend than do his usual prospects.
• C)The prospects he met at the trade show got to know him personally in a way his prospects don't usually,so they bought from him because he was a friend.
• D)The trade show only attracted prospects who were ready to buy the products they saw on the exhibit hall floor.
• E)The trade show required exhibiting companies at the trade show to offer a discount to attendees.

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Definitions:

TOT Effect

Refers to the "Tip of the Tongue" phenomenon where a person cannot recall a specific word or term but has a partial recall or feels that the recall is imminent.

Recognition

The cognitive process of identifying and acknowledging the familiarity of an object, concept, or piece of information from previous encounters.

Recall

The act of retrieving information or memories from one's past, a cognitive process within the broader memory system.

Distinctive

Characterized by qualities that set something or someone apart from others.