After Some Basic Product Knowledge and Company Information Have Been

question 59

Multiple Choice

After some basic product knowledge and company information have been imparted in a short initial training program,some firms send the representatives out to the field to sell.Then later these salespeople are brought back for additional training in selling techniques.This practice of "delayed initial training" is likely to be adopted when:

• A)The average order is large.
• B)Repeat business is important.
• C)This firm is selling an office copying machine like Xerox or Canon.
• D)Customers are sold only once,and each sale is of little importance to total volume.
• E)None of these;that is,delayed training is not an advisable policy.

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Definitions:

De-ethnicization

The process by which a product or service sheds its ethnic identification and becomes appealing to a broader, multicultural market.

Ethnic Product

Goods that are specifically designed for, or associated with, a particular cultural or ethnic group.

High-context

A communication style wherein much of the information is understood from the context rather than stated explicitly in verbal or written form.

Gestures

Movements of the body, particularly the hands or head, used to express ideas or emotions.