Limitations of the Canned Sales Presentation Include All of the Following

question 16

Multiple Choice

Limitations of the canned sales presentation include all of the following except:

• A) it may alienate buyers who want to participate in the interaction.
• B) sales resistance may be increased because the prospect's objections cannot be anticipated.
• C) it may be awkward to use with a broad product line.
• D) it does not handle interruptions well.
• E) it fails to capitalize on the salesperson's ability to tailor the message to the prospect.

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Definitions:

Economic

Pertaining to the production, distribution, and consumption of goods and services, and the management of money and resources.

Milgram's Study

A psychological experiment conducted by Stanley Milgram in the 1960s to measure the willingness of participants to obey an authority figure who instructed them to perform acts conflicting with their personal conscience.

Being Shocked

The experience of sudden and intense surprise or dismay, often as a result of an unexpected event or discovery.

Obedience Study

A research experiment that investigates how individuals comply with authority, famously exemplified by Stanley Milgram's experiments.