Which of the following statements pertaining to the stimulus response form of

Which of the following statements pertaining to the

This preview shows page 9 - 11 out of 120 pages.

30.Which of the following statements pertaining to the stimulus-response form of personal selling is true? a.The buyer takes a dominant role in the sales dialogue.b.The stimulus-response sales strategy cannot be used with a canned sales presentation.c.The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids.d.An example of the stimulus-response sales strategy would be the continued affirmation method.e.The stimulus-response sales strategy has the advantage of flexibility.ANS:D PTS: 1 DIF: Difficulty: Challenging REF: p. 12 OBJ: LO: 1-5 31.The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order: PTS: 1 DIF: Difficulty: Moderate REF: p. 13 OBJ: LO: 1-5 32.Need-satisfaction personal selling is based on the idea that: PTS: 1 DIF: Difficulty: Easy REF: p. 14 OBJ: LO: 1-5
Image of page 9
33.All of the following statements accurately reflect factors that pertain to need-satisfaction selling except? PTS: 1 DIF: Difficulty: Moderate REF: p. 14 OBJ: LO: 1-5 34.The problem-solving view of personal selling is an extension of: a.Needs-satisfaction selling.b.Stimulus-response selling.c.Contingency selling.d.Mental-states selling.e.Problem-solution selling.ANS:A PTS: 1 DIF: Difficulty: Easy REF: p. 14 OBJ: LO: 1-5
Image of page 10
Image of page 11

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture