The term framing refers to the way a proposal is presented, relative to other issues or factors….

The term framing refers to the way a proposal is presented, relative to other issues or factors.

True

False

10.

Intrinsic motivation arises from within the individual because they find the requirements of the role naturally satisfying.

True

False

11.

Salespeople on sales teams operate with a shared purpose focused on an accomodating effort intended to serve the mutual benefits of the seller and its strategic customer account.

True

False

13.

You just returned from a major team sales presentation at a strategic account’s buying center. The call went exceptionally well, but the buying center leader needed a commitment from your firm (the selling firm). The grocery buyer uses shippers—a free-standing display—for its “wall of values” as part of its extremely successful retail promotions. Your team knows that getting on the display in the buyer’s markets represents a significant boost in sales and profits for your team’s results. To develop a special shipper filled with your product that fits in the predefined floor space, you don’t think building the shipper will be complex. Yet, you must check with others in your firm (but outside your sales team) before you can commit to the buyer’s specifications on the shipper’s dimensions as well as the timing of delivery to their warehouses for inclusion in the promotional event. This key relationship-forging task is called:

Developing and sharing market knowledge

Proposing integrative solutions

Coordinating internal resources

Working effectively with others

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