After Beginning a Sales Presentation, Henriette Realizes the Prospect Already

question 53

Multiple Choice

After beginning a sales presentation, Henriette realizes the prospect already knows much of what she is presenting. She decides to skip a large part of her presentation and moves to a comparison of her company's products to competing products. Henriette showed the _____________ selling skill.

• A) Closing
• B) Adaptive
• C) Follow-up
• D) Listening
• E) Overcoming objections

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Definitions:

Cingulate Gyrus

A curve of brain tissue located above the corpus callosum that plays a role in emotion formation, processing, learning, and memory.

Inaccurate Memories

Memory distortions or inaccuracies that arise from the retention, interpretation, and retrieval process, leading to false or altered recollection of events.

Suggestible People

Individuals who are more likely to accept and internalize ideas or attitudes suggested by others.

Mnemonic Technique

A technique that enhances the storage and retrieval of information.