The Practice of Professional Selling Has Been Changed by the Advent

Multiple Choice

The practice of professional selling has been changed by the advent of better educated and more sophisticated buyers, better access to information, and intensified competition due to globalization. How should sellers respond to this shift?

A) Sellers must use a balanced push-pull approach that meets the buyer's needs.
B) Sales professionals must adopt a value-based approach to help improve the customer's bottom line.
C) To be successful, sellers must be more focused on achieving their objectives.
D) The practice of professional selling has not changed despite the many changes in the marketing environment.