All of the Following Are Negative Aspects of the Mental

question 104

Multiple Choice

All of the following are negative aspects of the mental states approach to personal selling 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 not customer oriented.
• E) It may be difficult to determine in which stage a customer resides.

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Definitions:

Cartel

An association of manufacturers or suppliers with the purpose of maintaining prices at a high level and restricting competition.

Demand Curve

A visual illustration that shows how the amount of a product consumers want to buy varies with changes in its price.

Public Entertainment

Activities or performances designed for the enjoyment of the public, often accessible to a wide audience and including events such as concerts, movies, and sporting events.

Dominant Strategy

A strategy that yields the best payoff for a player, regardless of what strategies other players use.