Like Any Effective Salesperson,Frazer Walks into a Customer's Office,shakes Hands,looks

question 22

Multiple Choice

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will immediately try to create interest in his company's product and establish

• A) which type of follow-up will be needed.
• B) how much time has been allocated for the presentation.
• C) which of the alternative products to demonstrate.
• D) whether to quote a full price or discount price.
• E) where the customer is in the buying process.

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Definitions:

Word of Praise

An expression or utterance of approval, commendation, or admiration.

Latent Learning

Learning that occurs without overt reinforcement or manifestations but can be demonstrated when a suitable motivation is provided.

Productivity Increase

An improvement in the efficiency of production, often measured by the output per unit of labor or resources.

Profit-Sharing Plan

A company program that gives employees a share in the profits of the company.