Personal Selling Serves Three Major Roles in a Firm's Overall

question 143

Multiple Choice

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) are the company in consumers' eyes, and (3) __________.

• A)play a key role in research and development
• B)are the ultimate channel of distribution
• C)provide the most valuable resource for segmenting and selecting target markets
• D)are one of many people in a firm that contacts potential customers
• E)may play a dominant role in a firm's marketing program

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Definitions:

Self-esteem

Self-esteem refers to an individual's overall subjective evaluation of their worth or value as a person.

Self-enhancement

A type of social behavior or cognitive bias that leads individuals to view themselves in an overly favorable manner for self-promotion.

Predict

To declare or indicate in advance; specifically, to foretell on the basis of observation, experience, or scientific reason.

Declarative Self-knowledge

The aspect of self-awareness that includes understanding one's own beliefs, values, traits, and feelings that can be consciously communicated.