All of the Following Regarding the Mental States Approach to Personal

Multiple Choice

All of the following regarding the mental states approach to personal selling are TRUE except

A) It is largely a one-way presentation with the salesperson doing most of the talking.
B) It requires that salespeople listen carefully to the customer to determine what stage they are in.
C) Tailoring of the presentation is based on mental states rather than customer needs.
D) It is customer oriented.
E) It may be difficult to determine in which stage a customer resides.