All of the Following Regarding the Mental States Approach to Personal

question 38

Multiple Choice

All of the following regarding the mental states approach to personal selling are TRUE except

• A) It is largely a one-way presentation with the salesperson doing most of the talking.
• B) It requires that salespeople listen carefully to the customer to determine what stage they are in.
• C) Tailoring of the presentation is based on mental states rather than customer needs.
• D) It is customer oriented.
• E) It may be difficult to determine in which stage a customer resides.

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Definitions:

Pictorial Records

Visual documents that capture and preserve the appearance of objects, people, or scenes, often used for historical or artistic purposes.

Jacques Callot

A French printmaker known for his detailed etchings and engravings in the early 17th century.

Human Disaster

Events or situations causing widespread human suffering or death, often resulting from natural disasters, war, or accidents.

Inigo Jones

A pioneering English architect of the early 17th century, credited with introducing classical architecture to Britain and known for designing the Banqueting House in London.