What Is the Salesperson Doing When He Asks the Prospect

question 3

Short Answer

What is the salesperson doing when he asks the prospect, "How does my company's system for monitoring refrigeration leaks sound to you?"

---

Definitions:

Ethnocentrism

Assessing a foreign culture purely through the lens of one's own cultural norms and values.

Cultural Competency

The ability to understand, communicate with, and effectively interact with people across cultures by acknowledging and respecting their beliefs and behaviors.

Culture

The shared beliefs, values, norms, and practices that characterize a group of people, shaping their behavior and understanding of the world.

Symbols

Visual, verbal, or written signs or objects that represent or stand for something else, often conveying ideas, concepts, or values.