According to the Textbook, When Is the Stimulus-Response Approach to Personal

question 87

Multiple Choice

According to the textbook, when is the stimulus-response approach to personal selling most appropriate?

• A) when buyers are unsophisticated and decisions are considered relatively unimportant and are made quickly
• B) when the buying decision is considered important but not risky
• C) when buyers are professional but not particularly interested in the purchase decision under consideration
• D) when the seller is relatively new to the territory and not yet familiar with each customer

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Definitions:

Preferred Stock

A type of stock that typically guarantees dividends and has priority over common stock in asset liquidation.

Dividends

Payments made by a corporation to its shareholder members. It is the share of profits and retained earnings that the company distributes to its shareholders.

Par Value

The nominal or face value of a bond, share of stock, or coupon as indicated on a certificate.

Dividend Yield

A financial ratio that indicates how much a company pays out in dividends each year relative to its stock price, often used by investors to assess the income-generating ability of a stock.