Allegra, a sales manager, is looking at five résumés and try…

Allegra, a sales manager, is looking at five résumés and trying to decide whom she will hire as the newest salesperson on her staff. The new salesperson will manage several complicated and demanding accounts. For this reason, Allegra wants to hire someone dedicated to being a consultative problem solver. Which of the following five candidates should she hire?

Aria sells high-fashion handbags and purses at an exclusive…

Aria sells high-fashion handbags and purses at an exclusive boutique. Most handbags are priced between $3,000 and $5,000, but some are priced as high as $12,000. A reality TV show star wants to purchase an $8,000 Louis Vuitton bag, but she complains that the price is too high. How might Aria respond to this price objection if she decides to use the compensation technique?