When a Prospect Simply Cannot Imagine How a Product Can

question 64

Multiple Choice

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

• A)use a product demonstration
• B)convert features to benefits
• C)cover one idea at a time
• D)appeal to more than one sense
• E)use more technical terms

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Definitions:

Power

A situation that occurs in a marketing channel in which one member has the means or ability to have control over the actions of another member in a channel at a different level of distribution, such as if a retailer has power or control over a supplier.

Pallets

Wooden, plastic, or metal platforms used to store and transport goods in a stackable form.

Partnering Relationship

A collaborative agreement between two or more entities to work together towards common objectives, sharing risks, responsibilities, and rewards.

Trust

The firm belief in the reliability, truth, ability, or strength of someone or something.