Question
Buy it now is the message of: - personal selling - advertising - sales promotion - publicity For many years, ________ have dominated the media
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.
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