You Are an Experienced Sales Rep for Road Construction Equipment

question 87

Multiple Choice

You are an experienced sales rep for road construction equipment, and understand the criteria for good call objectives. You have been hired (at a substantial salary increase) from your job as the Oregon representative of Caterpillar Tractor Corporation to sell similar equipment to highway builders in the South Central U.S. Your company makes a good product, but is new, unheard of, and unproven. Which of the following objectives, which you could set for your first sales call on Faulkner Paving, meets the criteria of being realistic?

• A)to get an appointment for a second call
• B)to persuade Faulkner to switch to your equipment next season
• C)to have Faulkner agree to buy one of your large bulldozers to prove to himself the product is as good as you say it is
• D)to get Faulkner to watch a two-hour videotape that shows the superiority of the construction of your product
• E)all of the above are reasonable

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Definitions:

Early Sociologists

Refers to the pioneer thinkers and theorists in sociology, such as Emile Durkheim, Karl Marx, and Max Weber, who laid the foundational concepts of the discipline.

Socialism

A theory in politics and economics that promotes ownership and management of production and distribution resources by the community or the state.

Contemporary Sociology

The study of current social processes, structures, and issues, focusing on understanding how societies function and change in the modern era.

Early French Sociologist

A title referring to pioneers in the field of Sociology from France, like Emile Durkheim, who helped define and shape the discipline.