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
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