Seminar Selling Is a Method of Personal Selling in Which

question 172

Multiple Choice

Seminar selling is a method of personal selling in which:

• A)salespeople and other company resource people meet with buyers to discuss problems and opportunities.
• B)a group of the organization's resource people conducts a product demonstration and training seminar for all major customers.
• C)a company sales team conducts an educational program for a customer's technical staff to describe state-of-the-art developments.
• D)the company invests time in the 80 percent of its customers that make up 20 percent of its sales to try to increase its market share.

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Definitions:

Experimental Research

A scientific approach that seeks to establish cause-and-effect relationships by manipulating and controlling variables.

Descriptive Research

A type of research that aims to accurately describe characteristics or phenomena, without seeking to establish cause-and-effect relationships.

Interpersonal Attraction

The force that draws people together and creates the desire for ongoing interaction.

Self-Esteem

A person's inner judgment of their own value, involving their beliefs about themselves as well as their emotional conditions.