When Making a Sales Presentation to the Focus of Receptivity

question 68

Multiple Choice

When making a sales presentation to the focus of receptivity in the buying center, the salesperson needs to remember that this person:

• A)is typically the decision maker
• B)will lead them directly to the focus of power
• C)is most likely to perceive the company's problems
• D)needs to be seen after the focus of dissatisfaction
• E)will listen to him or her and provide needed sales information

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Definitions:

Critical Organizational Communication

An analytical approach that examines power, ideology, and inequality within organizational structures and practices.

Metaphors and Humor

Linguistic tools used to convey ideas in more engaging, understandable, or entertaining ways, often through comparison or jest.

Power and Resistance

The dynamics of control and opposition within various contexts, examining how authority is exercised and challenged.

Taylor and Mayo

Refers to the foundational contributions of Frederick W. Taylor and Elton Mayo to the fields of management and organizational theory, focusing on scientific management and human relations, respectively.