Which of the Following Approaches to Personal Selling Forces a Salesperson

question 16

Multiple Choice

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

• A) Need satisfaction selling
• B) Mental states selling
• C) Problem-solving selling
• D) Consultative selling
• E) Adaptive selling

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Definitions:

Operational Definition

A clear, precise way of defining a concept by specifying the operations or procedures used to measure or identify it.

Variable

An element, feature, or factor that is likely to vary or change in value between different individuals or under different conditions.

Scientific Method

A systematic and logical approach to discovering how things in the universe work, involving observation, experimentation, and hypothesis testing.

Reporting Results

The process of presenting data and findings from research or an investigation to interested audiences.