It Is Generally a Mistake to Allow the Prospect to Hold

question 113

True/False

It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure during a sales presentation.

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Definitions:

Cross-Selling

The practice of suggesting related products or services to a customer who is considering or making a purchase, with the aim of increasing sales.

Formula Selling

A predefined, structured approach to sales that follows a specific formula or set of rules.

Upselling

A sales technique where a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale.

Need-Satisfaction

A marketing approach focused on identifying and fulfilling the specific needs and desires of customers.