The Referral Approach Is Most Likely to Be Effective Because

question 17

Multiple Choice

The referral approach is most likely to be effective because customers:

• A)appreciate prepared salespeople
• B)expect to ask and answer many questions
• C)tend to focus on benefits instead of features
• D)usually trust a salesperson who presents statistical data
• E)are impressed by product benefits presented by satisfied customers

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Definitions:

Dissociative Fugue

A psychological state in which a person loses awareness of their identity or other important autobiographical information and also engages in unexpected travel.

Schizophrenic Disorder

A chronic mental health disorder characterized by distortions in thinking, perception, emotions, language, sense of self, and behavior.

Seligman's Preparedness

The theory suggesting that organisms are evolutionarily predisposed to learn certain types of associations more easily than others, contributing to phobias and fears.

Elevator Phobia

An intense fear or anxiety triggered by the thought of riding in an elevator, often leading to avoidance of elevator use.