In Conference Selling

question 137

Multiple Choice

In conference selling,

• A) buyers and sellers meet through a technology-based forum (like telephone or videoconference calls) because person-to-person meetings are too expensive.
• B) the sale has already been finalized but the buyer and seller meet to discuss delivery details.
• C) a salesperson and other company resource people meet with buyers to discuss problems and opportunities.
• D) a company team conducts an educational program for a customer's technical staff, describing state-of-the-art developments.
• E) a form of mass selling occurs via electronic marketplaces such as eBay, Facebook, or Salesforce.com.

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Definitions:

Superordinate Goals

Shared goals that require cooperation among individuals or groups, often leading to conflict resolution because the goals are prioritized above individual or group interests.

Boy Scout Camp

An outdoor educational and recreational program designed for members of the Boy Scouts to teach survival skills, leadership, and teamwork in a natural setting.

Ingroup Bias

The tendency to favor members of one's own group or identity over those from different groups.

Perceived Incompatibility

The belief or feeling that two or more things do not fit together or cannot coexist.