Ismael Spent the Morning in the Field Making Sales Calls

question 48

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 lunch before he has to make a large sales presentation to a current client, which Ismael hopes will expand his account. What is 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 co-worker.
• C) He should go to lunch and vent with co-workers about his morning.
• D) He should rest in the lounge, reading a book or listening to his MP3 player.
• E) He should ask his boss to help him prepare the presentation.

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Definitions:

Utility

Numerical score representing the satisfaction that a consumer gets from a given market basket.

Distribution

The process of making a product or service available for use or consumption by a consumer or business user.

Basic Model

A simplified representation of a system or process, used to analyze fundamental aspects without complex details.

Consumer Behavior

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.