Question $2(10$ points$)$

Brandi, a sales trainee, watched as her sales supervisor chatted with a prospect's

secretary in a very friendly manner. Brandi felt that such behavior was inappropriate

in a business situation and she did not understand why her supervisor was asking the

secretary about what sports the prospect follows closely. Brandi is unable to

understand her supervisor's actions. Which of the following statements would help

her understand the functional value of such interactions in a sales situation?

Brandi's supervisor has found a meaningless way to pass time while waiting for

the appointment.

The prospect will see Brandi and her supervisor more quickly if they prevent the

secretary from getting any work done.

Secretaries are a rich source of information about a prospect and are important

for successful sales calls.

Salespeople should talk to secretaries in order to appear to be working.

Secretaries are poor sources of information about the prospect.