Kendra Is an Inexperienced Salesperson

question 20

Essay

Kendra is an inexperienced salesperson.What three criteria would help her determine the best prospecting method for each type of sales situation?

Know key elements in describing investment objectives: return requirements and risk tolerance.

Differentiate between passive and active asset management strategies.

Recognize the influence of risk tolerance on investment decisions during different stages of life.

Understand the components and strategy of asset allocation in an investment portfolio.

---

Definitions:

McClelland

A psychologist known for his work on motivation and needs theory, specifically Achievement Motivation Theory.

Complex Tasks

Duties or projects that involve multiple steps, require higher-order thinking, and cannot be easily automated or simplified.

Solve Problems

The method of identifying resolutions for complex or challenging problems.

Forces

Influences or drivers that cause change or affect the performance and behavior of individuals or organizations.