Exam 1: Overview of Personal Selling

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are using:

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

The sales process begins with:

Ultimately, customer value is determined by the customer.

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople should only be concerned with sales revenue.

AIDA is an acronym that stands for attention, interest, desire, and ____________.

One of the selling foundations and the trust-based sales process is trust and ____________.

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

Which one of the following is not a stage in the problem-solving approach to selling?

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Transaction-focused selling and trust-based selling require similar skill sets.

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

The final stage of the trust-based sales process is ______________ customer relationships.