You Have Been Tasked with Explaining to a Junior Salesperson

question 26

Multiple Choice

You have been tasked with explaining to a junior salesperson the 10 sequential steps that should be taken by a salesperson to increase the likelihood of a successful sales outcome.Which of the following would you characterise as the first step?

• A)the approach
• B)prospecting
• C)the close
• D)the pre-approach
• E)the trial close

Understand the various dimensions of service quality and their practical implications.

Contrast the marketing strategies between products and services.

Define key terms in service marketing, such as empowerment, the zone of tolerance, procedural fairness, and service recovery.

Recognize the challenges associated with the inseparability, perishability, and variability (heterogeneity) of services.

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Definitions:

WAIS

The Wechsler Adult Intelligence Scale, a widely used test designed to measure the intelligence of adults and older adolescents.

KABC-II

The Kaufman Assessment Battery for Children, Second Edition (KABC-II) is a comprehensive cognitive assessment tool for children that evaluates processing and cognitive abilities.

Wechsler Scales

A set of standardized tests designed to measure intelligence and cognitive ability in children and adults.

Cattell-Horn-Carroll Model

A comprehensive framework of human cognitive abilities that combines the theories of Raymond Cattell, John Horn, and John Carroll, identifying broad and narrow abilities.