Which of the Following Is Not True When Making the Sales

question 190

Multiple Choice

Which of the following is not true when making the sales presentation?

• A) The salesperson should focus on anticipating questions and answering them before they're asked.
• B) The salesperson must spark interest in the product.
• C) The salesperson should not only talk but also listen to the customer.
• D) The salesperson should involve the customer by having him or her hold, touch, or use the product.
• E) A salesperson should not sound like he or she is just reading a script (i.e., he or she should be flexible and respond to the customers' comments).

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Definitions:

Bystander Effect

A social psychological phenomenon in which individuals are less likely to offer help to a victim when other people are present.

Actor-Observer Effect

The tendency to attribute one's own actions to external factors, while attributing others' actions to their personality.

Primacy Effect

The psychological phenomenon whereby the first items presented in a list are remembered more easily than those in the middle.

Recency Effect

A memory bias that occurs when the most recently presented items or experiences are more likely to be remembered than those presented earlier.