In Which of the Following Instances Is the Salesperson Using

question 35

Multiple Choice

In which of the following instances is the salesperson using the multiple-sense appeals approach?

• A) Rhonda uses a canned presentation to deliver a standardized talk about her firm's sanitation systems.
• B) William creates a customized sales presentation for a Webcasting session with an overseas client.
• C) Jason leaves behind some brochures of his company's modular kitchens at the client's office for circulation among members of the buying center.
• D) Norah uses a video to demonstrate the manner in which her company manufactures hospital goods that meet all quality control standards.
• E) John makes a joke during his presentation when he notices that the main member of the buying center is visibly bored.

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Definitions:

Channeling

The process of directing or guiding something along a pathway or through a specific medium.

Verbal Appellation

The process of assigning a name or label to something through verbal description.

Cognitive Social Learning Theory

A theory suggesting that people learn from observing others, with the formation of attitudes, beliefs, and behaviors influenced by social context and experiences.

Psychoanalytic Theory

A theory developed by Freud emphasizing unconscious motivations and conflicts as the driving forces behind human behavior and mental disorders.