With regard to communication styles which of the following statements is

With regard to communication styles which of the

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6. With regard to communication styles, which of the following statements is consistent withthe information that appears in SELL 5 ? A. Drivers’ most important need is their need for attention B. Expressives’ most important need is their need to be liked.C. Amiables’ most important need is their need to win. D. Experiencers’ most important need is their need to solve problems. E. Analyticals’ most important need is their need to be right. 7. In a business or organizational purchase, the customer’s buying team
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8. Hope Swope works as a salesperson for a company that provides “activity- and nutrition-based employee wellness programs” to medium-sized businesses. When contacting a potential client, she often talks to several people before she locates someone who can make an authoritative “yes” or “no” pronouncement regarding the purchase of such a program. Hope is having trouble identifying the ___________. 9. Britney Whitney, an IT engineer, is considered a computer technology expert. Because of her expertise, Britney is often asked to serve as a member of the buying team when her company is making computer purchases. Which of the following buying team roles is Britney most likely to be filling? 10. Waylon Van Halen sells security solutions for IBM. This month, Waylon is trying to make a major sale to Electronic Arts Inc. Waylon knows that the decider at EA is the chief technology officer, Bud Mudd. Sales professional that he is, Waylon also knows that he has to be on the good side of Mr. Mudd’s executive assistant, Sybil Tribble. If Ms. Tribble is not fond of Waylon, she will schedule him to see her boss at the worst of times (8:30 Monday morning). Ms. Tribble also reads Mr. Mudd’s mail and decides which items are important enough for him to see. Waylon suspects that Ms. Tribble is even capable of lying about the availability of her boss if she doesn’t want a particular salesperson showing up at the office.Waylon (again being the professional that he is) has made a point of learning the names of Ms. Tribble’s three grandchildren, whose pictures are on her desk, and he always makes a point of askingabout them any time he calls on the phone or visits in person. He has also been known to bring flowers or chocolate to Ms. Tribble. For now, Waylon is definitely on her good side, and she is happy to honor his requests for appointments to see her boss.From the information, we can conclude that Ms. Tribble plays which of the following buying team roles? A. Initiator B. User C. Gatekeeper D. Initiator E. Influencer
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