It is during the qualifying stage of personal selling that the salesperson attempts to gain some ...

It is during the qualifying stage of personal selling that the salesperson attempts to gain some type of commitment from the customer to purchase the product.
 a. True
  b. False
 Indicate whether the statement is true or false

Question 2

With DVR's, people can _____-shift, or record programs and view them whenever convenient.
 a. place
  b. advertising
  c. time
  d. media
  e. attention

Question 3

The SPIN method is about the relative position of dominance, deference, or equality that buyers and sellers put themselves in as a result of dialog between the two.
 a. True
  b. False
 Indicate whether the statement is true or false

Question 4

When ads that have been recorded along with program material are fast-forwarded, _____ has occurred.
 a. trapping
  b. zupping
  c. zipping
  d. zapping
  e. escaping

Question 5

Conceding to parts of the objection is one way of handling objections and reducing sales resistance.
 a. True
  b. False
 Indicate whether the statement is true or false

Question 6

When a viewer switches to another channel while commercials are aired, _____ has occurred.
 a. clutter
  b. zapping
  c. zipping
  d. zupping
  e. trapping

Question 7

When salespeople handle objections, it means they are addressing sales resistance on the part of the prospective buyer.
 a. True
  b. False
 Indicate whether the statement is true or false