In Addition to Obtaining Customer Commitment,every Sales Presentation Should Have

question 53

Multiple Choice

In addition to obtaining customer commitment,every sales presentation should have at least one of the following goals,EXCEPT:

• A)Educate the customer.
• B)Get the customer's attention.
• C)Build interest for the company's products and services.
• D)Nurture the customer's confidence in him or herself.

---

Definitions:

Decision Polarization

The process through which an individual's choice becomes more extreme or pronounced after group discussion or exposure to persuasive arguments.

Peer Pressure

The influence exerted by a peer group in encouraging a person to change their attitudes, values, or behaviors in order to conform to group norms.

Utilitarian Influence

The impact of a product or service based on its practical benefits and usefulness.

Informational Influence

A form of social influence involving a change in beliefs or behavior in order to fit in with a group, based on the information or evidence provided by the group.