According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are using:
a. value-based selling.
b. response selling.
c. interactive selling.
d. adaptive selling.
e. situational selling.
Question 2A questionnaire that asks general questions before specific questions in order to obtain unbiased responses is using a funnel technique.
Indicate whether the statement is true or false
Question 3Rolex watches typify which of the following brand personality dimensions?
a. excitement
b. sophistication
c. ruggedness
d. competence
Question 4Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?
a. Stimulus-response
b. Need-satisfaction
c. Contingency-selling
d. Mental-states
e. Problem-solution
Question 5Telescoping occurs when respondents think that recent events took place longer ago than they really did.
Indicate whether the statement is true or false
Question 6Disney is an example of what type of brand personality dimension?
a. coolness
b. excitement
c. ruggedness
d. sincerity
Question 7Sales-support personnel have the following primary responsibility:
a. servicing of the firm's products.
b. reporting on the salesperson's performance to the district sales manager.
c. distribution of information and performance of other activities designed to stimulate sales.
d. solicitation of purchase orders from businesses by telemarketing.
e. collection of information and performance of other activities designed to support the sales staff.
Question 8When asking a potentially embarrassing question, it is helpful to lead it with a counterbalancing statement.
Indicate whether the statement is true or false
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