<span> The personal selling process includes the following steps: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up</span><span>
When Sam early in his career made in-person cold calls with professors on various campuses he engage the first step (prospecting)</span> of the personal selling process.
<span>While prospecting the sales representative has contact with many people who are potentially buyers.</span>
Characteristics of a market segment are capturable, large, accessible, actionable, and definable.
By identifying variances in the response characteristics of various areas of the market, market segmentation is a technique for getting the most market response out of initial marketing resources. Market segmentation is, in this sense, the divide-and-conquer tactic, or the division of the market in order to subdue it.
Market segmentation enables marketers to focus more intently on customer selection and provide the right marketing mix for each selected segment or group of customers with a similar demand. Every division or sector has the option of being chosen as a market target to be attained using a certain marketing strategy.
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Answer: The basic tendencies in personality are in the following case:
1. Carol
2. Devon
and the characteristic adaptions are as follows:
1. Bob
2. Lauren
3. Jeanne
Explanation: Characteristic adaptions are the changes in the behavior with the change in situational demands based on skills and roles. It includes the motives, plans, goals, strategies,values, developmental tasks, etc. It represents the psychological core of the individual.
Traits theorists believe that personality can be studied on the basis of habits, trend or characteristics. Trait theory of personality says that the personality is based biologically.