Ingrid Is Selling a Local Area Network (LAN)to an Engineering

question 99

Multiple Choice

Ingrid is selling a local area network (LAN) to an engineering company.She is doing a sales presentation to all of the people who will be using the LAN.She has just finished giving a brief history of her company and discussing the firm's philosophy to the 25 people in the room.She has also mentioned a few large companies that her firm has worked with in the past.What is Ingrid attempting to do by providing the company's history and its philosophy?

• A) relax her audience
• B) establish credibility
• C) create a selling environment
• D) educate her audience
• E) create interest in her company

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Definitions:

Relationship Role

The specific behaviors, responsibilities, and functions expected of an individual in the context of their interpersonal relationships.

Interpersonal Relations

The interactions and relationships between two or more people.

Descriptive Norm

Socially accepted behaviors that individuals are expected to conform to in a specific context, based on the observed actions of others.

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