Use the Following to Answer the Questions

question 149

Multiple Choice

Use the following to answer the questions.
Jafrum,Inc.is a wholesale supplier of motorcycle accessories,clothing,and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items,but sells them to other retailers and also sells its merchandise through its website.Sean Thompson is one of the salespeople for Jafrum,and is responsible for obtaining new customers,increasing sales to current customers,and visiting the retail stores throughout the country.Recently,he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers.Sean's current compensation is based on a $1,000 per month draw,plus 5% of all sales over $100,000.His salary last year totaled $42,000.Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales,but no draw.
-Refer to Scenario 18.1.Sean is developing his list of potential new retail customers by accessing the yellow pages online.Here he finds the contact information for every motorcycle store in the 48 contiguous states,and eliminates those who currently are his customers.Sean is involved in which step of the personal selling process?

• A) Prospecting and evaluating
• B) Preapproach
• C) Overcoming objections
• D) Closing
• E) Following up

---

Definitions:

Only Children

Individuals who have no siblings and therefore receive the undivided attention and resources from their parents.

Higher Self-Esteem

A positive evaluation of oneself, reflecting a person's overall subjective emotional evaluation of their worth or value.

Parenting Styles

The various approaches to raising children, typically classified into categories based on levels of responsiveness and demandingness.

Baumrind

A psychologist known for her research on parenting styles and their effects on child development.