Which of the following statements is true of the stimulus response form of personal selling?
A)In the stimulus response form of personal selling, the buyer takes a dominant role in the sales dialogue.
B)The stimulus response form of personal selling cannot be used with a canned sales presentation.
C)The stimulus response form of personal selling calls for the buyer to dominate the flow of conversation.
D)Inexperienced salespeople can rely on the stimulus response form of personal selling.
E)The stimulus response form of personal selling is most suitable when the prospects are professional buyers.

Question

Which of the following statements is true of the stimulus response form of personal selling?​
A)​In the stimulus response form of personal selling, the buyer takes a dominant role in the sales dialogue.
B)The stimulus response form of personal selling cannot be used with a canned sales presentation.
C)​The stimulus response form of personal selling calls for the buyer to dominate the flow of conversation.
D)​Inexperienced salespeople can rely on the stimulus response form of personal selling.
E)​The stimulus response form of personal selling is most suitable when the prospects are professional buyers.

Quizplus · Accepted Answer

The stimulus response form of personal selling involves a fixed sequence of steps or presentation that the salesperson follows in order to elicit specific responses from the potential buyer. This form of selling can be helpful for inexperienced salespeople who may not have the skills to navigate more complex sales situations. Therefore, option D is the correct answer. Options A, B, C, and E are incorrect as they make false or incomplete statements about the stimulus response form of personal selling.

Which of the Following Statements Is True of the Stimulus