Personal Selling Concepts and Practices

True or False: Selling is a part of the promotion element of the marketing mix.

• True

• False

True or false: Personal selling is used to communicate with large groups of customers.

• True

• False

Because a salesperson can provide additional information or move on to another topic depending on a customer's reaction to the sales presentation, personal selling is _________

• Flexible

• Costly

• Inflexible

• Inexpensive

True or False: Disadvantages of personal selling include that the company's managers have limited control over the sales process.

• True

• False

True or False: As a marketing approach, personal selling must be combined with other marketing strategies.

• True

• False

Which is a characteristic of products and markets that indicates the need for personal selling?

• Customers located in a wide geographic area

• markets made up of many customers who make small purchases

• established products that are familiar to customers

• complex or expensive products

True or False: While working, almost all of a salesperson's time is spent on selling activities

• True

• False

True or False: Successful salespeople are often lacking in self-discipline and self-management skills, but they succeed because they are very outgoing

• True

• False

True or False: To maximize sales, salespeople generally need to spend about the same amount of time with each customer

• True

• False

True or False: With cold calling, the salesperson does a great deal of research about the person to be contacted

• True

• False