The Textbook Introduces Four Presentation Methods

question 98

Multiple Choice

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

• A) type of customer
• B) percentage of the conversation controlled by the salesperson
• C) type of product
• D) measurability of the sales call objective
• E) number of decision makers

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Definitions:

Identification

A psychological process whereby the subject assimilates an aspect, property, or attribute of the other and is transformed, wholly or partially, by the model the other provides.

European Sports Car

Refers to high-performance and often luxury vehicles designed and manufactured in Europe, known for their speed, handling, and elegance.

Defence Mechanism

A defence mechanism is a psychological strategy unconsciously used to protect a person from anxiety arising from unacceptable thoughts or feelings.

Repression

A defense mechanism where distressing thoughts, memories, or urges are excluded from conscious awareness.