All of the Following Statements Characterize the Traditional Personal Selling

question 81

Multiple Choice

All of the following statements characterize the traditional personal selling approach EXCEPT:

• A) Traditional selling focuses on closing sales.
• B) Traditional selling uses short-term follow-ups that focus on product delivery.
• C) Traditional personal selling takes a team approach to the account.
• D) Salespeople sell products not advice and assistance.
• E) Proposals and presentations used emphasize pricing and product features.

Acknowledge the digital divide and its implications on Internet access.

Identify the uses and benefits of business process management and technologies in achieving operational excellence.

Recognize the concept of mass customization and its advantages in production and service delivery.

Understand the concept of residual income and its calculation.

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Definitions:

Truman Doctrine

A U.S. foreign policy established in 1947 that aimed to contain the spread of communism through economic and military aid to countries resisting Soviet influence.

Taft-Harley Act

Also known as the Labor Management Relations Act of 1947, this law restricted the power and activities of labor unions in the United States.

Decolonization

The process by which African and Asian colonies of European empires became independent in the years following World War II.

Operation Dixie

A post-World War II campaign initiated by the Congress of Industrial Organizations (CIO) aimed at unionizing textile workers and other laborers in the southern United States.