Which of the Following Statements About Selling to Groups Is

question 3

Multiple Choice

Which of the following statements about selling to groups is true?

• A) Objectives should not be developed for the first group meeting.
• B) Planning should not include developing special visual aids as it may be difficult to hold the attention of a group with aids alone.
• C) Information must be gathered about the concerns of each and every person who will attend the meeting.
• D) Attempt should not be made to assess the buyers' nonverbal cues because people are greatly inhibited in a group setting.
• E) The salesperson should avoid informal presentations when making a sales call on a group of buyers.

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Definitions:

Moral Hazard

The risk that a party to a transaction has not entered into the contract in good faith, or has an incentive to take unusual risks in a desperate attempt to earn a return before the contract settles.

Contract Changes

Amendments or modifications to the terms and conditions of an existing agreement.

Behavior Cost

The non-financial costs associated with actions or decisions, including effort, time, and opportunity costs that impact individuals' or companies' behaviors.

Market Signal

Information that is passed on to the market which, intentionally or unintentionally, conveys messages to buyers and sellers.