Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?
A. Vogel employs a SPIN approach.
B. Dr. Stein dislikes the AIDA approach.
C. Dr. Stein lacks respect for Josh Stockard.
D. Dr. Stein is already acquainted with Vogel.
E. Vogel is unable to develop a FAB presentation.
Answer: C
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