University of Central Florida (UCF) MAR3391 Professional Selling Practice Exam 2

The correct term for activities through which salespeople influence and manage the buyer's impression of them is impression management. This concept is essential in professional selling because salespeople often need to create a favorable perception to establish rapport, build trust, and ultimately persuade the buyer.

Impression management involves various strategies such as body language, communication style, and presentation techniques. By carefully considering how they present themselves and respond to buyers, salespeople can shape the buyer's perceptions positively. This is crucial in establishing a strong initial relationship and enhancing the likelihood of closing a sale.

While buyer engagement, sales tactics, and relationship building are important elements of the selling process, they do not specifically encapsulate the focused activities related solely to managing impressions. Buyer engagement refers more broadly to how salespeople interact with buyers, sales tactics pertain to specific methods used to achieve sales goals, and relationship building focuses on developing long-term connections with customers rather than the immediate impact of one's personal impression.