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ABCs of Relationship Selling Through Service 6Th Canadian Edition By Charles M. Futrell – Test BankPublished on May 5, 2020 To Purchase this Complete Test Bank with Answers Click the link Below https://tbzuiqe.com/product/abcs-of-relationship-selling-through-service-6th-ca... cathrinlozy Marketing MCQ Marketing Chapter 4 The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because: A. sales actions lead to buyer reactions. Answer: B. salespeople cannot read a buyer's mind. 80. The process by which prospective buyers "internalize" or consider the informationpresented by the salesperson is referred to as a black box because:A. sales actions lead to buyer reactions.B. salespeople cannot read a buyer's mind.C. psychological needs outweigh social wants.D. for every stimulus, there must be a response.E. salespeople seem untrustworthy to most buyers. 81. When using the _____, a salesperson relates a product's benefits to the customers' needsusing the product's features and advantages to support the claims made. Get answer to your question and much more 82. Which of the following statements describes a product feature? Get answer to your question and much more 83. When the salesperson discusses a product's _________, the salesperson is answering thequestion, "What is it?" Get answer to your question and much more 84. "Our product is the only one on the market that will remove 99 percent of all bacteria fromthe air" is an example of a(n):A. product feature.B. economic need.C. product advantage.D. achievement.E. product benefit. 3Student: ___________________________________________________________________________1.Why is the process by which prospective buyers "internalize" or consider the information presented bythe salesperson, is referred to as a black box?A. for every action there is a reactionB. we cannot see into the buyer's mindC. it's like a black hole in space—things go in, and are never heard from againD. for every stimulus, there must be a responseE. there is a tendency on the part of prospects to not trust what they are told by salespeople 2.Customers make buying decisions based on both psychological and rational reasons. Which from thefollowing list is NOT a psychological factor that influences the buying behaviour? Get answer to your question and much more 3.Which of the following statements is correct? Get answer to your question and much more 4.Every morning, Jacquie needs her caffeine. She has learned to meet that need by seeking out a TimHortons coffee location that sells an extra-large double/double (an especially large cup of coffee). Whichterm best describes Jacquie's preferred method of obtaining caffeine? Get answer to your question and much more 5.Wants are defined as discretionary items on the "would like to have" level. Which situation below wouldbe considered a want (as opposed to a need)?A. Jake needs/wants food.B. Jake needs/wants water.C. Jake needs/wants transportation.D. Jake needs/wants a Dodge pickup truck.E. None of these answers would be considered a want. 6.Different individuals have different reasons for wanting to buy. Therefore, the salesperson must: Get answer to your question and much more At which stage the salesperson tries to determine whether the prospect likes the product's features?The trial close allows the salesperson to determine whether: the prospect likes the features, advantages, or benefits of the product.
What are some challenges salespeople face when conducting personal selling?8 Challenges Facing Salespeople in 2022. Trying to Build Trust Virtually. ... . Getting in Front of Decision-Makers. ... . Realizing a Solid Product Alone Won't Close Deals. ... . Adjusting to an uncertain, post-COVID world. ... . Struggling With Productivity in the Face of Uncertainty. ... . Moving Towards a Buyer-First Mentality.. Are a buyer's need to purchase the most satisfying product for the money?Economic needs - the buyer's needs to purchase the most satisfying product for their money.
What should you remember when wanting your prospect with a thinker personality to make a decision on your solution?What should you remember when wanting your prospect with a thinker personality to make a decision on your solution? Unless necessary, highly technical presentations should be avoided.
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Why is the process by which prospective buyers internalize or consider the information presented by the salesperson referred to as a black box?
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