Questions and Answers
What is the purpose of Step 3 in the personal selling process?
To provide additional information to overcome perceived negative aspects of the product
Which activity is NOT typically part of personal selling?
Processing manufacturing orders
How does a salesperson handle objections in the personal selling process?
By changing the conditions of the sale
What has increased in importance in today's personal selling practices?
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What is the first step in the personal selling process?
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What key question is commonly used to close a sale in Step 4 of the sales process?
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In the past, where did most personal selling take place?
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In personal selling, what might a salesperson do if a customer likes everything about a product except for its color and style?
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Which industry is NOT commonly associated with personal selling over the telephone?
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What follows Step 4 of the personal selling process in terms of completing a sale?
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How do favorable responses to closing questions impact personal selling?
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What does telemarketing enable businesses to do quickly and at a low cost?
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What is the first step in the personal selling process?
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Which of the following is NOT mentioned as a source for identifying potential customers?
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What is the purpose of the second step in the personal selling process?
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What should a sales presentation highlight, according to the text?
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Which of the following is NOT mentioned as a criterion for identifying qualified prospects?
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What example is given of a creative sales presentation?
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