Tiffany Is Considering Having Her Sales Force Use a Standard

question 94

Multiple Choice

Tiffany is considering having her sales force use a standard memorized sales presentation. As a sales manager she should know all of the following are disadvantages, EXCEPT:

• A)it's inflexible
• B)it encourages salespeople to talk too much and listen too little
• C)it discourages prospect participation during the presentation
• D)the salesperson will not have the opportunity to discover his or her prospects' actual needs
• E)members of the sales force will be forced to develop the ability to speak extemporaneously

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Definitions:

Mate-Poaching

Stealing someone else’s relationship partner.

Game-Playing

A structured form of play, often undertaken for enjoyment and sometimes used as an educational tool.

Dark Triad

A group of three personality traits: narcissism, Machiavellianism, and psychopathy, which are considered socially malevolent and associated with a callous-manipulative interpersonal style.

Dark Triad

A set of three personality traits: narcissism, Machiavellianism, and psychopathy, which are associated with a callous-manipulative interpersonal style.