Research Studies Indicate That the Referral Approach Is Effective Because

question 27

Multiple Choice

Research studies indicate that the referral approach is effective because:

• A)customers let their guard down when a third party is mentioned
• B)customers know that the viewpoint of a third party is always accurate
• C)customers always respect the opinions of a third party
• D)customers seldom trust a salesperson,but do trust a third party
• E)customers will be more impressed with your good points if they are presented by a third party rather than by you

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Definitions:

Fischer Esterification

A chemical reaction between an alcohol and carboxylic acid in the presence of an acid catalyst to produce an ester and water.

Ester Formation

A chemical reaction process where carboxylic acids react with alcohols in the presence of acid catalysts to form an ester and water.

Butanal

An aldehyde with the formula C4H8O, characterized by having a carbonyl group at the end of a four-carbon chain.

Butanoic Acid

A saturated four-carbon fatty acid with a carboxylic acid functional group; known for its unpleasant smell.