Exam 1: Overview of Personal Selling

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

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

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Which of the following is most accurate with respect to buyers' expectations of salespeople?

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

Which of the following is most accurate with respect to post sale follow-up?

____________ is the customer's perception of what they get for what they have to give up.

Continued affirmation selling is:

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

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

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

Need-satisfaction personal selling is based on the idea that:

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

The sales process is usually described as a series of ____ steps.

While the Adaptive Selling is important to the Need Satisfaction approach to selling, it is relatively unimportant to stimulus-response selling

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.