A personal selling situation involves content and style. Which of ...

[jman1234]

A personal selling situation involves content and style. Which of the following is an example of content?
 a. A salesperson discussing the attributes of a technical product.
  b. A salesperson drawing up the contract in the format prescribed by the customer.
  c. A salesperson avoiding eye contact with a client so as not to offend the person.
  d. All of the above are content examples.

Question 2

Unlike consumers from individualistic cultures, consumers from cultures high in collectivism:
 A) put more emphasis on hierarchy than on equality.
  B) put more emphasis on themselves than the group.
  C) emphasize connections to others rather than their own identity.
  D) tend to be more aggressive and focused on individual advancement.
  E) tend to be more concerned with social relationships.

[Kedrick2014]

Answer to Question 1

A
Content includes substantive aspects of the interaction, such as suggesting, offering or negotiating product-specific utilities and expectations, while style refers to rituals, format, mannerisms, ground-rules of the buyer and seller during the course of their interaction.

Answer to Question 2

C

[jman1234]

Excellent

[jackie]

TYSM