Which of the Following Arguments Supports the Belief That Canned

question 45

Multiple Choice

Which of the following arguments supports the belief that canned presentations force a purchase decision in a more expedient fashion than other types of sales presentations?

• A) Organized sales presentations make an implicit assumption that customer needs and buying motives are essentially homogeneous.
• B) The written word is usually viewed as being less credible than the spoken word.
• C) The flexibility of canned presentations allows a full exploration of customer needs and appropriate adaptive behavior by a salesperson.
• D) The organized sales presentation format is invulnerable to diversionary delay tactics by the prospect.
• E) The organized sales presentation format may extend the time horizon before a purchase decision is reached.

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Definitions:

Nonexcludable

A characteristic of goods where it is difficult or impossible to prevent people from using the good once it has been provided.

Public Goods

Goods that are non-excludable and non-rivalrous, meaning they are available to every individual without diminishing availability to others, such as national defense, public parks, and clean air.

Marginal Social Benefit

The additional benefit that society receives from the consumption of an additional unit of a good or service.

Marginal Social Cost

The total cost to society of producing one additional unit of a good or service, considering both the costs borne by the producer and any costs or benefits to third parties (externalities).