Sally Has Been Having a Difficult Time Working with a Particular

question 38

Multiple Choice

Sally has been having a difficult time working with a particular buyer while using the personal selling process, and she has asked her manager, Chris, for some ideas about how to close the sale effectively. Chris asks her a number of questions to help sort out the difficulties. Which of the following questions would Chris be LEAST likely to ask?

• A) "What does the buyer's body language tell you about her readiness to buy?"
• B) "Did you skip any steps in the process?"
• C) "Are there any reservations that have not been addressed to the buyer's satisfaction?"
• D) "Have you completed the follow-up to ease the buyer's mind?"
• E) "Should you go back to an earlier stage in the process and start the process over from there?"

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Definitions:

Marketing

The activities, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.

Ps

Typically refers to the marketing mix's components: Product, Price, Place, and Promotion, which are used to market products effectively.

Cause Marketing

A collaboration between a for-profit business and a nonprofit organization for mutual benefit, often integrating social issues into marketing campaigns.

Change Human Behavior

The process of altering individuals' actions, habits, or attitudes towards more desired outcomes for personal or collective benefit.