Which of the following statements pertaining to the stimulus response form of personal selling is true?
A) The buyer takes a dominant role in the sales dialogue.
B) The stimulus-response sales strategy cannot be used with a canned sales presentation.
C) The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids.
D) Key selling points can be sequenced in a logical order and likely questions and objections can be addressed before they are voiced by the buyer.
E) The stimulus-response sales strategy has the advantage of flexibility.

Question

Quizplus · Accepted Answer

The stimulus-response form of personal selling involves presenting stimuli (key selling points) to elicit desired responses from the buyer. By sequencing these points logically and anticipating questions and objections, the salesperson can address them proactively, making this statement true.

Which of the Following Statements Pertaining to the Stimulus Response