Question

85. In the context of making an appointment for a sales call, which of the following statements is true of interacting with screens?

a Salespeople work "over the screen" by convincing the gatekeeper that the prospect will benefit from the meeting.
b Going "under the screen" involves the risk of potentially dissatisfying the prospect.
c Inducing fear in the gatekeeper is part of going "through the screen."
d Inducing fear in the gatekeeper is part of going "through the screen."
e Working "under the screen" helps cultivate a long-term relationship with the prospect.

Answer 1

Interacting with screens in the context of making an appointment for a sales call involves different approaches, such as working "over the screen" and going "under the screen". Inducing fear in the gatekeeper is not a recommended strategy.

Step-by-step explanation:

In the context of making an appointment for a sales call, interacting with screens involves different approaches. Salespeople can work "over the screen" by convincing the gatekeeper that the prospect will benefit from the meeting. This approach focuses on emphasizing the value proposition and addressing the gatekeeper's concerns to secure the meeting.

On the other hand, going "under the screen" involves bypassing the gatekeeper to directly connect with the decision-maker. This approach carries the risk of potentially dissatisfying the prospect if they feel their gatekeeper was undermined. Inducing fear in the gatekeeper is not a recommended strategy and it is not part of either approach. Instead, building trust and rapport with the gatekeeper and decision-maker is important for successful interaction.