All of the following are negative aspects of the mental states approach to personal selling 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 not customer oriented.
E) It may be difficult to determine in which stage a customer resides.

Question

Quizplus · Accepted Answer

The mental states approach includes listening carefully to the customer to determine their mental state or stage in the buying process. Therefore, option B is not a negative aspect of this approach. A, C, D, and E are all negative aspects of the approach.

All of the Following Are Negative Aspects of the Mental