LO 1-1 Which of the following best describes personal selling?

Wendy, she is successful. She will talk your ear off and not let you ask a question. Every time, at the end of every conversation you buy what she is selling. After every sale you wonder why you bought what you did. For each scenario you will choose if the salesperson is relationship based or transactional based in their selling style.  You will also choose the category they fall under. So for each scenario you should have two answers chosen. 

Take the five basic approaches to personal selling and match them to the examples below.  Some approaches may be covered more than once. 

During a product demonstration, the customer sits back in their chair, arms crossed, with a tight-lipped smile and little eye contact with the salesperson. What cluster does this behavior indicate?

LO 1-2 Why is customer dialogue important in trust-based relationship selling?

LO 1-1 What is a primary advantage of personal selling over other marketing communication tools?

The salesperson offers the final deal, and the customer raises an eyebrow, leans forward, and nods slowly while tapping their fingers on the desk. What cluster does this behavior indicate?

LO 1-1 A key objective of personal selling is to:

LO 1-1 What makes personal selling different from other promotional methods like advertising?

The next 5 questions will be over learning objective 1-2. LO 1-2: Distinguish between transaction-focused traditional selling and trust-based relationship selling.  What is the primary focus of trust-based relationship selling?