What is meant by the term ‘value priorities’?
a. That we only ever behave in ways consistent with those values important to us
b. That we should constantly re-evaluate which values are important to us
c. That our values are ordered in terms of their importance to us in guiding us through life
d. That we change which values are important to us to suit the situation in which we find ourselves
c. That our values are ordered in terms of their importance to us in guiding us through life
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Authority based on a person's expertise has been labeled a "soft" influence tactic, and authority derived from one's position is labeled a "harsh" tactic.
Answer the following statement true (T) or false (F)
Discuss and exemplify why redundancy is useful in a speech.
What will be an ideal response?
A disadvantage of personal selling is a high turnover rate. The turnover rate refers to which of the following?
A) the rate at which prospects are turned into qualified prospects B) the rate at which qualified prospects are turned into customers C) the percentage of customers who stop doing business with a company in a given year D) the percentage of a sales force that leaves a company in a given year E) the percentage of a sales force that moves into management positions in a given year
What should a salesperson do during the fifth step of the personal selling process?
A) block objections B) anticipate and address objections C) begin building a bridge to the next sale D) wait for signals that the customer is ready to buy E) indirectly ask the customer for her business