Question 11

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In terms of cost per contact, personal selling is:

Select one:

a. less expensive than advertising

b. more expensive than advertising

c. about the same as advertising

d. unrelated to advertising

Question 12

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The personal selling process begins with __________ and with __________:

Select one:

a. approach and closing

b. prospecting and follow up

c. presentation and overcoming objections

d. pre-approach and the close

Question 13

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Team selling has evolved with the development of relationships and the increase of:

Select one:

a. technology

b. lack of individual talent

c. regulations

d. the quick close

Question 14

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The increased use of sales promotions has:

Select one:

a. decreased price competition

b. increased price competition

c. increased non price competitions

d. has had no net effect on price competition

Question 15

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Trade sales promotions are a critical element in:

Select one:

a. pull campaigns

b. push campaigns

c. selective demand

d. primary demand