Exam (elaborations)
D077 - Unit 4 Personal Selling & Negotiating(57 questions and answers).
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D077 - Unit 4 Personal Selling & Negotiating(57 questions and answers).
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D077 - Unit 4:Personal Selling &
Negotiating(57
questions and
answers)
Personal selling - answer A type of selling that
uses person-to-person interaction to sell products
and services
What is the underlying purpose for personal
selling? - answer To provide interaction between
the buyer and the seller
What is at the core of personal selling? - answer
The human exchange between buyer and seller
What is effective personal selling? - answer
Addressing customers' needs and preferences
without making them feel pressured
, Which scenario represents personal selling? -
answer A customer goes to a pet store and
discusses the best type of turtle food with a
salesperson.
consultative selling - answer Sales approach where
the seller becomes a trusted advisor to the
customer and builds a relationship to truly
understand her needs
Which type of selling involves partnering with
customers to solve problems? - answer
Consultative
Solution selling - answer Sales approach where the
seller diagnoses the customer's problem then
recommends a mix of products and services (a
solution) to solve it
Team selling - answer Sales approach that involves
multiple people from an organization joining forces
to advance a customer opportunity
Telemarketing - answer Method of direct marketing
by a saleperson over the phone
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