Gino, a Salesperson, Wants to Use Techniques That Will Lead

question 136

Multiple Choice

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

• A) speak quickly (but not too quickly) when presenting information about his product.
• B) get the customer to nod in the affirmative while he is presenting his sales pitch.
• C) present his sales pitch to customers who are clearly in a rush.
• D) approach prospective buyers who obviously care deeply about his product.

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Definitions:

Sales Contest

A short-term incentive designed to elicit a specific response from the sales force.

Bonus

A payment made at management’s discretion when the salesperson attains certain goals; usually given only periodically, such as at the end of the year.

Sales Management

Involves the planning, direction, and control of personal selling activities, including recruiting, selecting, training, motivating, compensating, and evaluating, as they apply to the sales force.

Personal Selling Activities

Direct interaction between sales representatives and potential customers to persuade the customer to make a purchase.