In the in Focus Box on Gender Differences in Responding

question 135

Multiple Choice

In the In Focus box on gender differences in responding to stress features, psychologist Shelley Taylor argues that men and women respond to stress with a fundamentally different behavioral pattern. What evidence does she cite to support her idea?

• A) Female animals are more likely to take cover and tend offspring than fight or flee in response to a threat.
• B) Male animals are more likely to take cover and tend offspring than flee in response to a threat.
• C) Women are more likely to use emotion-focused coping strategies than men.
• D) Female animals will fight to defend their offspring but not to defend themselves.

Differentiate among the types of sales presentations best suited for different sales scenarios and personnel expertise levels.

Analyze the benefits and drawbacks of canned sales presentations.

Grasp the concept of needs satisfaction in sales presentations for identifying and addressing customer needs.

Identify strategies for handling objections during sales negotiations.

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Definitions:

Wage Rate

An amount of money that is paid to an employee per unit of time, commonly hourly, daily, or annually, for their labor.

Standard Oil

An American oil producing, transporting, refining, and marketing company. Established in 1870 by John D. Rockefeller and associates, controlling much of the oil industry in the U.S. until it was broken up in 1911.

Trust

A legal arrangement where one party, the trustor, gives another party, the trustee, the right to hold title to property or assets for the benefit of a third party, the beneficiary.

Mergers

The combination of two or more companies into a single entity, often to achieve greater efficiency or market share.