An type of suggestion implies that the prospect should act immediately A

An type of suggestion implies that the prospect

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48. A(n) _____ type of suggestion implies that the prospect should act immediately. A. suggestive propositionB. countersuggestionC. autosuggestionD. prestige suggestionE. indirect suggestionAnswer: ALearning Objective: 11-02Topic: The Sales Presentation MixBlooms: Remember AACSB: Analytic
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Level of Difficulty: Easy Explanation: Suggestive propositions imply that the prospect should act now, such as, “Shouldn’t you go ahead and buy now before the price goes up next month?” Prospects often like to postpone their buyingdecisions, so the suggestive approach can help overcome this problem.49. "Shouldn't you go ahead and buy now before the price increases next month?" is an example of a(n): 50. "Since you anticipate using our braking system with your current machine, I suggest you buy now before we perform a planned retooling of our existing system. We know our current braking system is compatible with your machines, but I cannot promise the new design will be." This is an example of a(n):
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Learning Objective: 11-02Topic: The Sales Presentation MixBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: Medium51. Lightener & Company designs restaurant interiors. When talking to a prospective customer, one of itssalespeople says, "I sense that you really like the scheme we have developed for the waiting area, but you don't want to rush into making a decision. I must tell you that this wall covering is a limited edition and will not be available after the first of the month." This is an example of a(n): Learning Objective: 11-02Topic: The Sales Presentation MixBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: Suggestive propositions imply that the prospect should act now before prices increase or the item is no longer available.
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  • Spring '17
  • Marty
  • Marketing, Sales, AACSB, sales presentation mix

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