Paid Personal Communication That Attempts to Inform and Persuade Customers

question 123

Multiple Choice

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

• A) advertising.
• B) sales promotion.
• C) personal selling.
• D) target marketing.
• E) public relations.

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Definitions:

SELL Sequence

A sales technique that involves showing the product, explaining its advantages, leading into benefits for the customer, and letting the customer talk to uncover their needs and interests.

Consumer Buying

The purchasing activities of individuals and households for their personal use or consumption or to meet the collective needs of the household unit, such as a family or individual.

Organizational Buying

The decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers.

Psychological Buying Needs

The emotional and mental reasons that motivate consumers to make a purchase, such as status, security, and self-esteem.