When the Salesperson for Thymes Unlimited Walked into the Office

question 44

Multiple Choice

When the salesperson for Thymes Unlimited walked into the office of the department store buyer,she laid a sample of the company's newest line of hand-blown glass candleholders in front of the buyer and said nothing as she waited for the buyer to comment on the candleholder.This salesperson used the _____ approach.

• A) showmanship
• B) silent benefit
• C) shock
• D) product
• E) curiosity

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Definitions:

Cortical Arousal

The state of being awake and responsive to stimuli, involving activation of the cerebral cortex, a part of the brain involved in processing sensory information, thinking, and perception.

Extraversion

Refers to a personality trait characterized by outward-directed energies, enthusiasm, talkativeness, assertiveness, and high levels of activity.

Neuroticism

A personality trait characterized by the tendency to experience negative emotions, such as anxiety, sadness, and anger, more frequently and intensely than others.

Quick Temper

A personality trait characterized by rapid onset of anger or irritation in response to triggers, often with little provocation.