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Multiple Choice chapter 121) . The Care Trak salesperson successfully sold his product at the nursing home because he:A) overcame the prospect's doubts with a demonstrationB) converted features to benefitsC) covered one idea at a timeD) appealed to more than one senseE) did not assume too much technical knowledgeAnswer: A2) Mario Cortez is preparing a sales demonstration that will be presented to a buying team made up of health care personnel. It is very important that he:3) When prospects participate in a sales demonstration, they:4) Which of the following is an accurate statement regarding the sales presentation?
5) The components of the demonstration worksheet form are the features to be demonstrated, proof device to be used, what you will say, and:A) when to ask for the closeB) when you will involve the prospectC) when you will show and tellD) what the customer is likely to sayE) what you or the customer will doAnswer: E