A Sales Presentation in Which the Sales Rep Does Most

question 267

Multiple Choice

A sales presentation in which the sales rep does most of the talking, using a "canned" presentation to obtain a "yes" answer to a "trial close" is a:

• A) prepared sales presentation.
• B) target market presentation.
• C) consultative selling presentation.
• D) selling formula presentation.
• E) None of the above.

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Definitions:

Headache

A common physical ailment characterized by pain in the head or neck region, with various causes and degrees of severity.

Primary Punishers

Stimuli that are naturally aversive or unpleasant and can decrease the likelihood of a behavior occurring again.

Primary Reinforcers

Stimuli that are naturally rewarding and do not require learning to be effective, such as food and water.

Ethical

Pertaining to morals, principles of right and wrong, and the conduct that is considered acceptable by a society or profession.