Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 15

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 new church trying to attract new members by advertising their philosophy and service times.
-Shane did not mention to the representative of the church that the cost of printing the ads is not included in the price he quoted until it is time for the representative to sign the contract.The church representative feels that he has been deliberately misled by Shane,and finds that the printing cost puts the ads way out of 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 of the product
• E)while servicing the sale

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Definitions:

Play

Engaging in activities for enjoyment and recreation rather than a serious or practical purpose.

Minimalist Performance

An approach to performance focused on simplicity, using minimal resources or elements to achieve the intended effect.

In the Zone

A mental state of deep focus and optimal performance, where an individual is fully immersed in an activity with a high level of concentration and efficiency.

Losing Yourself

The experience of losing one's identity, interests, or unique qualities, often by trying too hard to fit in or meet the expectations of others.