Refer to the Scenario Below to Answer the Following Questions

question 104

Multiple Choice

Refer to the scenario below to answer the following questions.
What Do You Expect? (Scenario)
The employees at Acme Toilets Inc. are not working as hard as Jill, their supervisor, would like. The sales representatives aren't meeting their sales quotas, and Jill can't seem to motivate them to try harder. Jill has been studying Vroom's expectancy theory and has decided to try to apply it to her workplace.
-If the sales reps believe that no matter how hard they work, they will never be able to achieve their sales quotas; their motivation is being influenced by low _________.

• A) instrumentality
• B) expectancy
• C) valence
• D) achievement
• E) autonomy

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Definitions:

Assumptive Close

A sales technique where the seller assumes that the customer has already decided to buy and wraps up the sale.

Alternative Close

A sales technique where the salesperson presents the prospect with two final options, making it easier to make a purchase decision.

Summary Close

A sales technique where the key points or benefits of a product are summarized to encourage a purchase decision.

FAB Approach

Stands for Features, Advantages, Benefits - a sales and marketing strategy emphasizing a product's features, its advantages over competitors, and the benefits it brings to the customer.