At the Beginning of Her Presentation, the Tharp Systems Salesperson

question 20

Multiple Choice

At the beginning of her presentation, the Tharp Systems salesperson said, "I know my company's bar code label printer is slightly more expensive than the other brands, but my brand is the only one designed to work with Microsoft Windows applications. This makes it easier for your employees to learn to use because it is similar in operation to other computer programs you already use at this supermarket." In this example, the salesperson is _____ an objection about the cost of the bar code printer.

• A)revisiting
• B)denying
• C)predicting
• D)forestalling
• E)passing-up

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Definitions:

Controlling Others

Exercising influence or authority over individuals to direct their behavior or decisions, often disregarding their autonomy or preferences.

Leadership

The act of guiding or influencing a group towards achieving its goals through direction, motivation, and implementing strategies.

Power

The ability or capacity to direct or influence the behavior of others or the course of events, widely studied in social and political sciences.

Referent Power

A form of influence that stems from the charismatic qualities or the respect and admiration one commands from others.