Commercial Applications
A company realizes that its sales team is struggling with customer objections related to the price of their product. Which of the following steps should the company emphasize in their personal selling process to address this issue?
- Preparation
- Presentation
- Convincing
- Prospecting
Answer
Convincing
Reason — In the Convincing step, the salesperson handles objections raised by the customer. Objections (such as those about price) should be considered as sales opportunities, and the salesperson should understand the causes of objections and try to convince the customer.
Related Questions
Which advertising technique shown in the images would most likely reduce the need for extensive personal selling?
- Repetitive slogan-based advertising
- Informational advertising with product details
- Emotional appeal advertising
- Discount-based advertising
Which of the following statement(s) is/are correct?
Statement 1: Personal selling is a mass selling method that involves one-to-many communication.
Statement 2: Personal selling allows for immediate feedback and customization of the sales message.
- Only Statement 1 is correct
- Only Statement 2 is correct
- Both Statements 1 and 2 are correct
- Both Statements 1 and 2 are incorrect
In the long term, personal selling is generally more effective than advertising for maintaining customer loyalty and satisfaction.
- True
- False
A good salesman should have adequate and up-to-date knowledge about his …………… .
- Firm
- Product market
- Competitors
- All of these