Which of the Following Statements About Personal Selling Is True

question 23

Multiple Choice

Which of the following statements about personal selling is true?

• A)Personal selling would play a dominant role in companies that sell inexpensive products such as plastic toys.
• B)The role of personal selling would be minimal in a company that sells component parts to auto manufacturers.
• C)Integrated marketing communication tools are used in conjunction with personal selling.
• D)In an integrated marketing communications program,personal selling is a substitute for other promotional mix elements.
• E)Personal selling is typically controlled by the advertising and promotions department.

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Definitions:

CS

stands for Conditioned Stimulus, an originally neutral stimulus that, after association with an unconditioned stimulus, comes to trigger a conditioned response.

Higher-Order Conditioning

The phenomenon that a stimulus (CS2) can elicit a conditioned response (CR) even without being paired with the unconditioned stimulus (UCS) if the CS2 is paired with a conditioned stimulus (CS1).

Counterconditioning

The elimination of a conditioned response when the conditioned stimulus is paired with an opponent or antagonistic unconditioned stimulus

Stimulus Substitution

A theory in classical conditioning suggesting that a conditioned stimulus acts as a substitute for an unconditioned stimulus, eliciting a similar response.