As the New Sales Representative for H & L Electronics

question 27

Multiple Choice

As the new sales representative for H & L Electronics, Sophie is responsible for calling on hospital management and selling electronic hospital equipment such as blood pressure cuffs, scales, and heart monitors. Sophie knows that she needs to be friendly with the administrative assistants in the management offices in order to make sure that H & L's information brochures and new product diagrams actually get to the management staff. In this situation, Sophie is exhibiting her knowledge that administrative assistants are often ________ in the buying decision process.

• A)gatekeepers
• B)users
• C)influencers
• D)buyers
• E)controllers

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Definitions:

Job Demands

The physical, psychological, social, and intellectual aspects of a job that require sustained physical and mental effort.

Individual's Characteristics

The unique attributes, traits, and qualities that define a person and distinguish them from others.

Attachment Style

A psychological construct that describes the nature of emotional bonds between individuals, often categorized into secure, anxious, and avoidant styles, developed in early childhood.

Egocentric Responses

Reactions centered around one's own perspective, failing to consider the viewpoints or feelings of others.