Advertising & Promotion - Chapter 9: Personal Selling Quiz
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Questions and Answers

In personal selling, what is the primary emphasis of the consultative selling approach?

  • Highlighting the company's achievements
  • Building a long-term relationship with the customer (correct)
  • Using high-pressure tactics to convince the customer
  • Closing the sale as quickly as possible

    • What is the main purpose of the pre-approach stage in personal selling?

  • To directly ask for the sale
  • To research and gather information about the prospect (correct)
  • To negotiate the terms of the sale
  • To deliver a sales presentation immediately

    • In personal selling, what role does the handling of objections play in the sales process?

  • It is an indication of failure in the sales process
  • It allows the salesperson to forcefully convince the customer
  • It helps in understanding and addressing concerns of the customer (correct)
  • It is an opportunity to pressure the customer into making a decision

    • In personal selling, what is the primary focus of the consultative selling approach?

    <p>Building a long-term relationship with the customer by providing personalized solutions</p> Signup and view all the answers

    What is the key objective of the pre-approach stage in personal selling?

    <p>Gathering information about the customer and planning the sales presentation</p> Signup and view all the answers

    What role does handling objections play in the sales process in personal selling?

    <p>It helps in addressing concerns and building credibility with the customer</p> Signup and view all the answers

    What is the primary purpose of the pre-approach stage in personal selling?

    <p>To gather information about the prospect's needs and characteristics</p> Signup and view all the answers

    What is the main emphasis of the consultative selling approach in personal selling?

    <p>Building a relationship and providing personalized solutions</p> Signup and view all the answers

    What role does handling objections play in the sales process in personal selling?

    <p>Addressing concerns and building trust with the prospect</p> Signup and view all the answers

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