Which Type of Sales Communications Format Makes the Assumption That

question 29

Multiple Choice

Which type of sales communications format makes the assumption that customer needs and buying motives are homogeneous?

• A) a canned sales presentation
• B) a directed sales presentation
• C) a written sales proposal
• D) an organized sales dialogue

Explain how sensory perception affects the interpretation of words.

Understand and describe back-channeling in communication.

Discuss the importance of body language and its features in communication.

Understand the role and importance of visuals in enhancing document comprehensibility and appearance.

---

Definitions:

Utility Maximization

The process by which consumers allocate their income in a way that maximizes their overall satisfaction.

Rules of Thumb

Simple, general principles or guidelines that are used to make decision-making quicker, albeit less precise, often based on practical experience rather than theory.

Decision Making

Decision making is the process of making choices by identifying a decision, gathering information, and assessing alternative resolutions.

Biases

Systematic patterns of deviation from norm or rationality in judgment, where particular feelings or opinions influence decision-making.