All of the following regarding the mental states approach to personal selling are TRUE except
A) It is largely a one-way presentation with the salesperson doing most of the talking.
B) It requires that salespeople listen carefully to the customer to determine what stage they are in.
C) Tailoring of the presentation is based on mental states rather than customer needs.
D) It is customer oriented.
E) It may be difficult to determine in which stage a customer resides.

Question

Quizplus · Accepted Answer

The mental states approach to personal selling focuses more on the stages a customer goes through (awareness, interest, desire, action) rather than being primarily customer-oriented. It emphasizes a structured presentation rather than adapting to the specific needs and feedback of the customer.

All of the Following Regarding the Mental States Approach to Personal