Robert Jackson Sells Luxury Automobiles at a Dealership in an Upscale

question 51

Multiple Choice

Robert Jackson sells luxury automobiles at a dealership in an upscale section of a major city. When he started out as a salesperson, he identified potential customers by visiting office buildings near the dealership and examining the directories in the buildings' lobbies. He discovered that there were several large law firms within a mile or two of the dealership. He would copy down the names of the law firms and their attorneys from the building directory. Then he would mail engraved invitations to each of the attorneys inviting them to the dealership to test drive a new car. Deciding to focus on attorneys exclusively, he purchased a directory of attorneys in the area and started expanding his potential customer base. Robert is engaged in

• A) The consultative selling approach.
• B) Prospecting.
• C) The selling formula approach.
• D) Closing.
• E) None of these is a good answer.

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Definitions:

Preventative Facework

Efforts to maintain and enhance one’s positive self-perceptions.

Aggressive Facework

Communication strategies used to assert one's identity, often at the expense of others, through forceful or dominant behaviors.

Self-disclosure

The act of revealing personal, private, or sensitive information about oneself to others, an integral part of developing intimacy in relationships.

Self-knowledge

The understanding and awareness one has of their own character, feelings, motives, and desires.