Whitney Is a Sales Agent for Cengage Learning

question 107

Multiple Choice

Whitney is a sales agent for Cengage Learning.Her tasks are varied.She may visit three colleges in one day and talk to professors about the textbooks they currently use and show them the textbooks,instructor's supplemental materials,and online course enhancement materials available to them if they adopt the Cengage book.On some days,she goes to a college and makes a presentation to the entire business department instructional staff about the books available to them for each type of course taught.After talking to professors or making presentations,she answers questions about the course materials and textbooks.When asked to show why the Cengage materials are better than the competitors,she shows the differences between the Cengage materials and the competitors and emphasizes the personal assistance available to professors from Cengage.When the business department or professors indicate that they would like to adopt the Cengage textbook,she works with Cengage and the college bookstore to set up delivery,determine the best packaging options,and other critical details.As professors are setting up their classes for the new semester,she contacts them and offers her assistance.She contacts them regularly throughout the semester to assist them if needed,answer any questions they may have,and make suggestions of ways to utilize other Cengage products.In what stage of the personal-selling process is Whitney in when she initially visits the colleges and talks to professors about the textbooks?

• A) Prospecting
• B) Approaching the prospect
• C) Answering objections
• D) Making the presentation

---

Definitions:

Hygiene Factor

Factors related to the work environment that do not necessarily motivate employees but can cause dissatisfaction if missing or inadequate.

Security

Measures and protocols implemented to protect individuals, organizations, or systems from potential threats and risks.

Acquired Needs Theory

Theory that suggests three main categories of needs: need for achievement, need for affiliation, and need for power.

Cultural Background

Refers to the social, ethnic, religious, and cultural factors influencing an individual’s identity, perceptions, and behaviors.