The use of multiple distribution channels that complement organizations' brick-and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases is known as
A. multichannel retailing.
B. dual retailing.
C. multimedia retailing.
D. dual distribution.
E. multi-wholesaling.
Answer: A
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Caution signals are important to the success of the salesperson because they:
A. may evolve into disagreement signals if not addressed quickly. B. indicate that the presentation is going well. C. suggest disrespect between the buyer and the salesperson. D. signal anger and hostility from the prospect. E. indicate that the salesperson should stand closer to the prospect.
During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:
A. emphasize the importance a prospect attaches to a product's high price. B. alter the importance of the attributes. C. change the person's search for an ideal product into a realistic product. D. alter the prospect's beliefs about the product. E. highlight unnoticed product attributes.
The final step in the AIDA plan is a call for attention
Indicate whether the statement is true or false.
Management development programs rely heavily on participative methods such as case studies and role playing to instruct employees.
Answer the following statement true (T) or false (F)