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.

Learn about the economic shifts in England that contributed to emigration and social changes.

Recognize the driving factors behind English territorial expansion and commercialism in the 1650s.

Understand the interactions and dynamics between Europeans (English) and Native Americans, including aspects of trade, conflict, and cultural perceptions.

Understand the role and impact of labor dynamics in British colonies in comparison to other New World empires.

---

Definitions:

Zero-Sum Situation

A scenario in negotiations or competitions where one party’s gain is exactly balanced by another party’s loss.

Positive Correlation

A relationship between two variables where they move in the same direction.

Non-Zero-Sum

A situation where the gain or loss of one party is not exactly balanced by the loss or gain of another, allowing for mutual benefit.

Integrative

Pertains to a negotiation approach aimed at finding mutually beneficial solutions by addressing the interests and needs of all involved parties.