Buy it now is the message of:

- personal selling

- advertising

- sales promotion

- publicity

For many years, ________ have dominated the media mix used by national advertisers.

- radio and television

- television and magazines

- direct mail and billboards

- newspapers and direct mail

The advantages of advertising over personal selling include:

- lower cost to expose a thousand prospects to the message.

- greater opportunity to tailor the message to the interested prospect.

- easier to keep the consumer from tuning out the message.

- more freedom to try persuasive techniques on the prospect.

With regard to the personal selling process:

- the approach is correctly illustrated by this introduction: Hey, baby, thats a sexy dress youre wearing.

- closing a sale should be attempted only after all the customers questions and objections have been handled

satisfactorily.

- the sales presentation step is relatively unimportant when selling complicated, expensive products.

- the follow-up step is particularly important in the selling of complex products in competitive markets.

Which is

WRONG

about personal selling strategies:

- technological advances have the sales job more complex than every before.

- salespersons are often technical experts, e.g., engineers, pharmacists, etc., not just old-fashioned

salespeople.

- personal selling has become more routinized, i.e., more regular calls on purchasing agents.

- sales teams are becoming increasingly popular.