In Which of the Following Instances Is the Salesperson Using

question 35

Multiple Choice

In which of the following instances is the salesperson using the multiple-sense appeals approach?

• A) Rhonda uses a canned presentation to deliver a standardized talk about her firm's sanitation systems.
• B) William creates a customized sales presentation for a Webcasting session with an overseas client.
• C) Jason leaves behind some brochures of his company's modular kitchens at the client's office for circulation among members of the buying center.
• D) Norah uses a video to demonstrate the manner in which her company manufactures hospital goods that meet all quality control standards.
• E) John makes a joke during his presentation when he notices that the main member of the buying center is visibly bored.

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Definitions:

Trait-Based Approaches

Methods in psychology that focus on identifying and measuring specific qualities that differentiate individuals' personalities.

Personality Types

A classification of different patterns of behavior, thought, and emotion that define an individual's personal characteristics.

Personality Traits

Enduring characteristics that describe an individual's typical patterns of behavior, thinking, and feeling.

Personality Psychologists

Professionals who study the variations in personality among individuals, focusing on the construction, development, and assessment of human personality.