Whether or Not a Salesperson Will Go Through All Five

question 113

Multiple Choice

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

• A) the use of sales representatives versus independent reps.
• B) the effectiveness of role playing.
• C) the buyer's readiness to purchase.
• D) the number of sales support personnel available.
• E) all of these.

---

Definitions:

Desirable Behaviours

Behaviors that are considered positive, beneficial, or appealing in a given context.

Contingency Management

A behavioral strategy using reinforcement and punishment to influence behavior, often used in therapy and organizational management.

Improving Performance

The process of increasing the efficiency, effectiveness, or quality of work or activities through various methods such as training, technology, or organizational change.

Compliance Training

Training designed to inform employees of the laws, regulations, and company policies relevant to their day-to-day work.