The Text Offers Several Suggestions on How to Keep the Buyer

question 100

Multiple Choice

The text offers several suggestions on how to keep the buyer engaged during a sales presentation.Which of the following is NOT suggested by the text?

• A)The salesperson should ask probing questions.
• B)Get the prospect engaged in the presentation - if he/she asks questions it is a good thing.
• C)Use multiple means of conveying your message - appeal to different learning styles.
• D)Listen to more than just the words - body language communicates your prospect's level of engagement.
• E)Given that people can hear at a level twice as fast as the average speed of speech, presenters should consider speaking a bit faster.

---

Definitions:

Reward Power

The ability of a person to influence others' actions, behaviors, or attitudes by offering them something desirable.

Salary Raises

Incremental increases in wages given to employees, typically as a reward for performance, tenure, or to adjust for market conditions.

Competence

The ability to perform work tasks successfully.

Potential

The inherent ability or capacity of an individual, object, or concept to develop into something more substantial or perform at a higher level in the future.