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Question 25 A salesman opens his presentation by saying "Hi, Mr. Johnson. I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.
True False Question 26 A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.Question 27 A qualified person or organization that has the potential to buy your goods or services is a:Question 28 "Just picture how excited your daughter will be when you buy her this new convertible," is an example of a(n):
Question 29 A salesperson can have a successful sales call without making a sale.True False Question 30 A public relations firm is trying to convince a former President of the U.S. that he needs their services. When the publicist says, "We currently are handling public relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin Powell," the public relations firm is using a prestige suggestion.Question 31 "Can you visualize how excited your family will be when you tell them you have purchased this Disneyland vacation package?" The salesperson is making a(n):Question 32 A disadvantage of the memorized sales presentation is that it moves very slowly in most cases.
Question 33 "Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using?ProductCustomer benefitPremiumDemonstrationComplimentaryQuestion 34 "You ought to buy that scarf. It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):Question 35
"Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n):