In Which of These Situations Is Personal Selling More Likely

question 42

Multiple Choice

In which of these situations is personal selling more likely to be used than other methods of sales communication?

• A)Where routine information has to be provided to customers
• B)Where profitability is dependent on the scale and cost-effectiveness of operation
• C)Where the product is inexpensive and simple
• D)Where the salesperson has to stimulate a trial to make a sale
• E)Where the organization wants to create product awareness

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Definitions:

Premack Principle

A psychological principle which states that a more probable behavior can serve as a reinforcement for a less probable behavior.

Good Behavior Game

A type of group-oriented contingency that encourages competition between groups and cooperation within groups. Classroom rules are posted and reviewed, and then the class is divided into two or more groups. The teacher makes a tally mark on the chalkboard whenever she observes a student breaking one of the rules. The team with fewer than five tally marks “wins” free time and other privileges at the end of the day. Both teams can “win” if neither has more than five tally marks.

Token Economy

A behavior modification system that uses tokens as reinforcement for desired behaviors, which can be exchanged for rewards.

Token-Storage System

A behavioral modification system where tokens are earned for desired behaviors and can later be exchanged for rewards.