MANAGEMENT

Detailed explanation-1: -Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information. Expertise is an important component of trust. While salespeople’s knowledge of their company and their products is important to building trust, knowledge of their industry is not.

Detailed explanation-2: -Forces that other people exert on buying behavior are called social influences. They are divided into five major groups: roles, family, reference groups and opinion leaders, social classes, and culture and subcultures.

Detailed explanation-3: -Artificial Intelligence magazine defines personalized customer service as the assistance provided by a customer service agent that is tailored to each individual customer, based on their specific wants and needs.

Detailed explanation-4: -Functional communicators like details, processes, timelines and other well thought out plans. They want to ensure that no details are left out of any communications by laying out their thoughts in a linear manner.