Which of the Following Statements About Undifferentiated Selling Is True

question 23

Multiple Choice

Which of the following statements about undifferentiated selling is true?

• A) The undifferentiated selling approach is only useful if customers are heterogeneous.
• B) Many door-to-door salespeople use the undifferentiated approach.
• C) The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value.
• D) The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity.
• E) Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation.

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Definitions:

Credit Sales

Sales made to customers on credit, allowing them to purchase now and pay later, creating accounts receivable for the company.

Selling Expense

Costs incurred to promote, sell, or distribute a product or service, such as advertising and commission.

Administrative Expense

Costs related to the general administration of a business, including salaries of senior executives, costs of general services, and office supplies among others.

Raw Materials Purchases

The total amount spent on buying raw materials that are needed for the production process, a crucial component of manufacturing and production budgeting.