？Reed the following article about personal selling.？For each question 15- 20, mark one let

？Reed the following article about personal selling.

？For each question 15- 20, mark one letter (A, B, C or. D) on your Answer Sheet for the answer you choose.

Personal Selling

Personal selling is a process of informing potential buyers about and persuading them to purchase a product. It is the most flexible of all promotional methods because it allows marketers to communicate specific information that might trigger a purchase. Of all the promotional activities, only personal selling can zero in on a prospect and attempt to persuade the prospect to make a purchase. Although personal selling has a lot of advantages, it is one of the most costly forms of promotion. A sales mil on an industrial customers in the U.S. can cost as much as $ 200or $ 300. Many products require personal selling in order for the company to achieve sales results. A company must employ effective salespeople to describe a product's advantages and benefits to compete with the sales forces of competing firms. Professional salespeople are professional communicators. They know their companies, their products, competitors, customers, and themselves. Many factors affect a marketer's selection of the type of salesperson to employ. The product's complexity, the type of market, and the general nature of distribution in a particular industry are all important considerations. Three distinct salespersons are order takers, creative salespersons, and support salespersons.

Order takers are salespeople who execute sales for customers who have already decided to buy the product from a particular organization. Their major role is to make sure that suppliers are adequate and there are no problems in the purchase. Inside order takers are located in sales offices and receive orders by mail or telephone. Outside order takers many engage in some important sales functions for the corn- party by encouraging customers to increase the size o[ their orders or reminding them to purchase certain products. In many firms, order takers generate the majority of sales.

Creative salespersons are involved in informing and persuading a prospect to buy a product. The creative salesperson tries to increase the firm's sales by finding new customers and encouraging old customers to purchase. A key role of the creative salesperson is to find new prospects and convert them into customers. Products such as automobiles, insurance, furniture, and appliances require the skill of creative salespeople to maintain sales levels.

Support salespersons facilitate and assist in the selling function but usually do not take orders. They are used in markets where educating the customer, building good will, and providing service are important for supporting the overall sales volume of the company. Technical salespersons, for example, are support salespersons who provide engineering and other types of technical assistance. They help with product application, specific system design, and provide technical information about how a product will function best under particular environments or situations. Technical salespersons are often used for computers, machinery and equipment, and steel and chemicals.

Prospecting. The first step in personal selling is to identify potential buyers of the product that is being sold. This can be done by examining directories or trade lists that identify people who use various types of products. The salesperson concentrates his or her efforts on prospects who have needs and wants, financial ability, and authority to purchase the product.

Approaching. The salesperson finds and analyzes information about prospects' needs and desires for products. The information helps the .salesperson approach the potential customer. There are different types of approaches. U

A．reliable

B．communicative and direct

C．believable

D．dissuasive