Lump sum merit increases can be a more significant motivator than traditional merit pay because the amount seems greater when received all at once

Early on in its history, Southwest Airlines did not assign a seat number. Instead, they issued a letter that placed them in a boarding queue. Southwest Airlines' method of not assigning passengers a specific seat number would be considered a _____________ innovation.

Fill in the blank(s) with the appropriate word(s).

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems

A) prospecting B) preapproach C) presentation D) closing E) follow-up