Which of the following statements describes a disadvantage associated with personal selling?

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Student: ___________________________________________________________________________

1.Which of the following statements about the importance of salespeople and selling is true?  

A

.

Salespeople are responsible for the success of new products, but have little to do with keeping existing

products in the marketplace.

B.

Salespeople are responsible for keeping existing products in the marketplace, but have little to do with

the success of new products.

C. The term selling and marketing should be used interchangeably.

D. Salespeople have a direct impact on the successful operation of most businesses.

E. Only the legal profession generates more revenue in our economy than the selling profession.

2.Which of the following statements about the importance of salespeople and selling is true?  

A. The efforts of salespeople are not instrumental in keeping existing products on retailers' shelves.

B. Salespeople have no direct impact on the success of new products.

C. No other profession generates less revenue in our economy than the selling profession.

D. Salespeople have an indirect impact on the constructing of manufacturing facilities.

E. The lack of selling capability puts people at a disadvantage.

3.According to the textbook, which of the following terms best describes personal communication of

information as a process to persuade a prospective customer to buy something that satisfies his or her

needs?  

A. Marketing

B. Personal Selling

C. Promotion

D. Public relations

E. Advertising

4. As described in the text, which of the following terms does not describe the act of selling?  

A. communicating

B. persuading

C. marketing

D. helping

E. suggesting

5.Which of the following scenarios are classified as selling?  

A. when you go to an interview with a potential employer

B. when lawyers try to convince clients to sue

C. when a student attempts to convince a professor to change a grade

D. when you ask someone to accompany you on a shopping trip

E. All of the scenarios are correct

6.Which of the following is not a reason why a person may choose a sales career?  

A. the rewards offered by a career in sales

B. the challenge of selling

C. the opportunities for advancement

D. the limited number of jobs available

E. sense of accomplishment

Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.

Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value. However, getting a customer to buy a product is not the motive behind personal selling every time. Often companies try to follow this approach with customers to make them aware of a new product.

The company wants to spread awareness about the product for which it adopts a person-to-person approach. This is because selling involves personal touch, a salesperson knows better how to pitch a product to the potential customer. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. The job of the salesperson is to make sure that he understands the need of the customers and accordingly shows various products that he keeps under that category. Under the direct channel, a salesperson visits potential customers in an attempt to make them aware about a new product that the company is launching or it may have a new offer which the customers may not get from the open market.

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