During the Personal Selling Process, a Salesperson, If Possible, Should

question 137

Multiple Choice

During the personal selling process, a salesperson, if possible, should handle objections when

• A) they arise.
• B) the salesperson begins the trial close.
• C) the sales presentation is approximately half completed.
• D) the customer appears to be unhappy or agitated.
• E) the salesperson begins the sales presentation.

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Definitions:

Logistic Regression

A statistical method used for predicting binary outcomes based on one or more independent variables.

Indicator Variables

Variables used in statistical models to represent subgroups with values typically set to 0 or 1, indicating the absence or presence of a characteristic.

Nominal Variable

A type of variable that represents categories with no intrinsic ranking or order.

Stepwise Regression

A method of regression analysis in which variables are added or removed from a multivariable model in a step-by-step fashion based on statistical criteria.