The Top-Flite salesperson calls on a sports equipment retailer to sell him the company's new line of golf balls specifically designed for women golfers. From a communications model perspective, the retailer is the:
A. source.
B. communication deliverer.
C. sender.
D. receiver.
E. encoder.
Answer: D
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Which of the following is least likely to encourage a positive response to a persuasive message?
A) Positive and polite language B) Respecting cultural differences C) Using industry specific terminology D) Being sensitive to organizational cultures E) Establishing your credibility
What should the sales director of RealPlan most likely do before sending salespeople out to call on business buyers for the first time?
A) Make sure the salespeople have talked to businesspeople before. B) Ask the salespeople to rehearse the standard customer presentation. C) Adjust the sales forecast using the normal sales cycle for customers. D) Build long-term strategic alliances by creating systems selling appeals. E) Discuss the differences between consumer buyers and business buyers.
I-messages are honest statements that disclose to others how we genuinely feel
Indicate whether the statement is true or false.
_____________ is the idea that we are restricted by a variety of constraints when it comes to making decisions.
a. Essential rationality b. Bounded rationality c. Complete rationality d. Instrumental rationality