During the Sales Presentation,the Paper Salesperson Often Asked the Prospect

question 84

Multiple Choice

During the sales presentation,the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these type of questions?

• A) selective encoding
• B) benefitizing
• C) selective questioning
• D) probing
• E) problem solving

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Definitions:

Official Bargaining Agent

A union legally recognized to negotiate wages, hours, and working conditions on behalf of employees in a particular bargaining unit.

Impasse

An impasse is a situation in which one or both parties believe that reaching an agreement is not imminent.

Negative Settlement Zone

Negative Settlement Zone refers to a situation in negotiation where the interests of the parties involved do not overlap, making it hard to find a satisfactory agreement for both.

Negotiation Process

A series of discussions and compromises between two or more parties to reach a mutually acceptable agreement.