Ismael Spent the Morning in the Field Making Sales Calls

question 84

Multiple Choice

Ismael spent the morning in the field making sales calls. He called on four prospective clients and they all declined to purchase his company's product. Ismael returned to the office stressed and exhausted. He has an hour and a half for lunch before he has to make a large sales presentation to a current client, which Ismael hopes will expand his account. Which of the following is most likely to be the best way for Ismael to spend his lunch hour?

• A) He should prepare his sales pitch data and graphics on the computer.
• B) He should practice his sales pitch orally with a coworker.
• C) He should go through the past sales orders placed by this client in order to better understand her requirements.
• D) He should rest and relax before the presentation.
• E) He should ask his boss to help him prepare the presentation.

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Definitions:

Executive Control System

A cognitive system in the brain responsible for the regulation of thought and action through supervisory attentional control.

Dual-Coding

Dual-coding theory proposes that both verbal and visual information are used to represent information, with the two forms of coding supporting each other in memory retention.

Working Memory

A cognitive system responsible for temporarily holding information available for processing, important for reasoning and the guidance of decision-making and behavior.

Heuristic

A problem-solving approach using practical methods or various shortcuts that may not be perfect but are sufficient for reaching an immediate goal.