The Salesperson Typically Monopolizes the Conversation During _____ and _____

question 78

Multiple Choice

The salesperson typically monopolizes the conversation during _____ and _____ sales presentations.

• A) memorized; formula
• B) transactional; memorized
• C) memorized; need-satisfaction
• D) modified rebuy; straight rebuy
• E) memorized; stimulus-response

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Definitions:

Power Distance

A cultural dimension that describes the extent to which less powerful members of organizations and institutions accept and expect that power is distributed unequally.

Societies

Groups of individuals involved in persistent social interaction, or a large social grouping sharing the same geographical or social territory, typically subject to the same political authority and dominant cultural expectations.

Hierarchies

Systems in which members of an organization or society are ranked according to status or authority.

Equality

The state of being equal, especially in status, rights, and opportunities.