- A.The core idea, voice, and appeal a campaign uses to communicate the brand's positioning to its target audience.
- B.GRP — Reach × Frequency × 100 — is the universal media-buying currency; TRP measures only the target demographic, providing more decision-relevant precision.
- C.The seven-step sales process — prospecting, pre-approach, approach, presentation, handling objections, close, follow-up — used by professional sales teams. ✓
- D.The seven-step sales process — prospecting, pre-approach, approach, presentation, handling objections, close, follow-up — used by professional sales teams.
Personal Selling Process is the seven-step sales process — prospecting, pre-approach, approach, presentation, handling objections, close, follow-up — used by professional sales teams. The other options describe related but distinct concepts in Promotion & IMC — see the deep-dive guide for the full distinction.
How to think about questions like this
Skipping a step almost always loses the deal. Questions like this test whether you can distinguish Personal Selling Process from neighboring concepts. The most common trap is choosing a closely-related concept that sounds similar but applies in a different context.
When you see a definition question on an exam, do two things: (1) translate the question into your own words, then (2) generate the answer in your own words before reading the options. This avoids the cognitive bias of recognizing a familiar phrase as correct just because it is familiar.