Which approach is designed to make the prospect think seriously about a subject related to the salesperson's product and usually includes a surprising remark or statistic?
A. Customer benefit approach
B. Curiosity approach
C. Opinion approach
D. Multi-question approach
E. Shock approach
Answer: E
You might also like to view...
Most long-term liabilities are related to a firm's investing activities
a. True b. False Indicate whether the statement is true or false
What would be the marketing network elements for a motorcycle company such as Harley-Davidson?
What will be an ideal response?
In a coaching situation, feedback and advice should be ______.
a. delayed for a period of time if negative performance is observed b. vague so that it is not hurtful c. balanced in terms of including positive feedback d. only include information provided by others than the coach
Which of the following is NOT acceptable in estimating uncollectible accounts receivable under GAAP?
a. The estimate of uncollectible accounts is based on a percentage of sales for the period. b. The estimate of uncollectible accounts is based on a percentage of the accounts receivable balance at the end of a period. c. The estimate of uncollectible accounts is based on an aging schedule. d. No estimate of uncollectible accounts is made; accounts are written off when it is determined they cannot be collected.