In the Continued Evolution of Personal Selling, What Is the Best

question 22

Multiple Choice

In the continued evolution of personal selling, what is the best response to the challenge of fragmentation of traditional customer bases?

• A) sales specialists for specific customer types
• B) more focus on creating and delivering customer value
• C) more emphasis on sales dialogues rather than on sales pitches
• D) team selling

---

Definitions:

Participant Observational Methods

Qualitative research techniques where the researcher immerses themselves in the group being studied to observe its dynamics.

Online Gaming Community

A virtual community that forms around online games, where members interact, share, and collaborate within the gaming environment.

World of Warcraft

A popular massively multiplayer online role-playing game (MMORPG) where players explore a fantasy virtual world.

Correlation Coefficient

A numerical measure that reflects the degree of linear relationship between two variables, ranging from -1 (perfect negative) to +1 (perfect positive).