Which of the Following Statements About Personal Selling Is True

question 54

Multiple Choice

Which of the following statements about personal selling is true?

• A) Salespeople should be on 100 percent commission.
• B) When salespeople are engaged in developing lists of potential customers,they are pre-testing.
• C) Retail selling and industrial selling require the same type of training.
• D) Salespeople usually avoid answering customer objections and instead focus on the positive aspects of the product or service.
• E) Salespeople are expected to help prospects identify and solve problems.

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Definitions:

Average Operating Assets

The average value of the assets used in the normal operation of a business to generate revenue, calculated typically over a fiscal year.

Net Operating Income

A measure of a company's profitability by subtracting operating expenses from its operating revenues.

Minimum Required Rate

The lowest return on investment deemed acceptable by an investor or manager, often used in capital budgeting to evaluate potential projects.

Investment Opportunity

An asset or item that offers the potential for profit or income, either through capital appreciation or earnings.