Mastering the Art of Personal Selling
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Questions and Answers

Which of the following is a key concept in personal selling?

  • Closing the sale (correct)
  • Reference selling
  • Customer decision making
  • Marketing concept

    • What is the underlying philosophy of personal selling in this text?

  • Long-term survival
  • Customer decision making
  • Marketing concept (correct)
  • Selecting from customer needs

    • What is one of the objectives of studying this chapter?

  • Understanding the art of negotiation
  • Knowing new techniques in selling
  • Applying different questions to different selling situations (correct)
  • Dealing with buyers' objections

    • What should a salesperson do to close a sale?

    <p>Deal with buyers' objections</p> Signup and view all the answers

    What is involved in the presentation of information and the demonstration?

    <p>Selecting from customer needs</p> Signup and view all the answers

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