Selena, a New Sales Rep, Is Getting Numerous Requests from Customers

question 9

Multiple Choice

Selena, a new sales rep, is getting numerous requests from customers for price adjustments and product modification. She does not know how to handle these requests. Selena did not get sufficient training in the area of:

• A) Market/industry orientation
• B) Company orientation
• C) Territory management
• D) Product knowledge
• E) All of the above

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Definitions:

Preconventional

A stage in Kohlberg's theory of moral development where moral reasoning is based primarily on the consequences of actions and on rewards and punishments.

Moral Development

The process through which individuals learn and internalize societal norms and values regarding what is right and wrong, influencing their ethical behavior.

Multitasking

Performing multiple tasks simultaneously or switching between tasks quickly, often leading to decreased efficiency and productivity.

Metamemory

A person's understanding and consciousness of their own memory capacities and methods.