The Beginning of the Sales Presentation May Be the Most

question 15

Multiple Choice

The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

• A)where the customer is in the buying process.
• B)how much time has been allocated for the presentation.
• C)which of the alternative products to demonstrate.
• D)whether to quote a full price or discount price.
• E)which type of follow-up will be needed.

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Definitions:

Continuity

The concept that certain processes or developments occur in a smooth, uninterrupted manner over time.

Proximity

Nearness in space, time, or relationship.

Similarity

The state of being alike or sharing common features, used in various contexts to describe resemblance or equivalence between entities.

Closure

The psychological need to seek resolution and a sense of completeness or finality in our perceptions and relationships.