The Success or Failure of Attempted Persuasion Can Usually Be

question 392

Multiple Choice

The success or failure of attempted persuasion can usually be understood by considering the characteristics of the

• A)communicator, group, and target behavior.
• B)communicator, message, and audience.
• C)messenger, attitude, and group.
• D)informer, message, and target behavior.

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Definitions:

Evaluating

The process of making judgments about the value, performance, or quality of a product, service, or outcome.

Personal Selling Process

The series of steps salespeople follow when selling a product or service, including prospecting, approaching, presenting, handling objections, closing, and follow-up.

Preapproach

In the personal selling process, occurs prior to meeting the customer for the first time and extends the qualification of leads procedure; in this step, the salesperson conducts additional research and develops plans for meeting with the customer.

Optimist

An individual who habitually looks on the more favorable side of events or conditions and expects the most favorable outcome.