Mario Cortez Is Preparing a Sales Presentation for a Buying

question 66

Multiple Choice

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel.It is most important that he:

• A) recognize that printed documents provide the only credible form of proof for the audience
• B) understand that communication via the spoken word alone is very difficult
• C) conduct the demonstration at a neutral location
• D) develop a highly structured demonstration to save time
• E) save all the questions for the end of the presentation

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Definitions:

Prototypes

Representative or ideal examples of a category or class that encapsulate the most characteristic features of that category.

Family Resemblance

Defining property of category membership.

Stimuli

External factors that elicit a response from a sensory system or an organism.

Categories

Conceptual divisions used to group objects, people, or ideas that share common characteristics or attributes.