Match Each Item with the Correct Statement Below

question 67

Multiple Choice

Match each item with the correct statement below.
-This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale.

• A)span of control
• B)field selling
• C)inside selling
• D)order processing
• E)virtual sales team
• F)team selling
• G)approach
• H)creative selling
• I)presentation
• J)sales promotion
• K)premium
• L)coupon
• M)network marketing
• N)cold calling
• O)expectancy theory
• P)over-the-counter selling
• Q)missionary selling
• R)relationship selling
• S)push money
• T)consultative selling

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Definitions:

Referent Power

A form of influence based on the leader’s ability to cultivate respect, admiration, and loyalty among followers.

Respect

A feeling of deep admiration for someone or something elicited by their abilities, qualities, or achievements.

Coercive Power

is the ability to influence others' behavior through threats, punishment, or other negative sanctions, relying on fear to gain compliance.

Ostracism

The social or professional exclusion of an individual by their peers or organization, often resulting in negative psychological and emotional consequences.