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46. A salesperson is LEAST likely to use visuals during a sales presentation to: A. reduce misunderstanding.B. increase prospect retention.C. exhibit professionalism.D. create a lasting impression.E. identify customer objections. 47. In a sales presentation, visual aids are important to sales success because customers are more likely to: 48. A(n) _____ type of suggestion implies that the prospect should act immediately. 11-6
Chapter 11 - Elements of a Great Sales Presentation49. "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): A. prestige suggestion.B. suggestive proposition.C. autosuggestion.D. countersuggestion.E. relational suggestion.51. Lightener & Company designs restaurant interiors. When talking to a prospective customer, one of its salespeople 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): 52. _____ ask the prospect to visualize using products that famous people or companies use. 53. "Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n): 11-7
Chapter 11 - Elements of a Great Sales Presentation