Use the Following to Answer the Questions

question 35

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 selects several motorcycle stores who are not currently his customers.He then obtains and analyzes information about the current brands of motorcycle accessories they stock,their sales trends,and credit history.Sean is engaged in which of the following?

• A) prospecting.
• B) the preapproach.
• C) approaching the customer.
• D) making the presentation.
• E) overcoming objections.

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Definitions:

Relevant Course Materials

Educational content and resources that are directly related to and supportive of the objectives of a specific academic course.

Conventional Gender Roles

Traditional societal expectations attached to individuals based on their biological sex, often defining behavior, occupations, and social norms.

Creatively Interpret

The process of understanding or representing an idea, text, or work of art in a new and imaginative way.

Mass Media

Forms of communication that reach large audiences, including newspapers, television, radio, and the internet.