Prior to the Introduction of Consultative Selling and the Partnering

question 21

Multiple Choice

Prior to the introduction of consultative selling and the partnering era,closing was often presented as:

• A)not necessary if the product was quality
• B)a game that could be won with strong persuasion
• C)a battle between salesperson and buyer
• D)the only thing a salesperson needed to practice
• E)the most important aspect of the sales process

Calculate and understand average and marginal tax rates.

Recognize the demographic trends affecting government budget deficits.

Identify the relationship between income levels, tax burdens, and equity in a tax system.

Explain the impact of taxes on economic efficiency and deadweight loss.

---

Definitions:

Quality

The degree to which a product or service meets or exceeds customer expectations.

Douglas McGregor

An American social psychologist who proposed Theory X and Theory Y, contrasting models of workforce motivation and management.

Theory Y

A management concept that assumes employees are inherently motivated and enjoy their work, requiring less supervision and more collaboration and trust.

Frank Gilbreth

An American engineer, consultant, and author, best known for his work in time and motion study alongside his wife Lillian Gilbreth.