A classic article on personal selling published by the Harvard ...

[Zulu123]

A classic article on personal selling published by the Harvard Business Review in 1947 called for salespeople to increase the effectiveness of their sales efforts by:
 a. using high-pressure sales techniques.
  b. offering buyers incentives to use their products.
  c. improving their professional demeanor.
  d. using canned sales presentations.
  e. concentrating on high-volume customers.

Question 2

Which type of rating scale has an equal number of positive and negative categories with a neutral point or point of indifference?
 a. symmetric
 b. multi-attribute
 c. unbalanced
 d. balanced

[srodz]

Answer to Question 1

C

Answer to Question 2

d