This Type of Presentation Tends to Be Complex and Requires

question 118

Multiple Choice

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

• A)memorized
• B)semi-structured
• C)problem-solution
• D)unstructured
• E)formula

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Definitions:

Central Route Persuasion

A technique of convincing that requires thorough examination of a message's substance, focusing on rational arguments and proof.

Cognitive Dissonance

The psychological unease felt by someone who simultaneously maintains two or more conflicting beliefs, values, or concepts.

Peripheral Route Persuasion

A method of persuasion that relies on superficial cues to convince people, rather than factual information or logical arguments.

Role Playing

A technique or exercise in which individuals assume and act out roles other than their own, often used in training or therapy to explore behaviors and outcomes.