A Sales Rep for Installations Probably Should Use a ______________

question 267

Multiple Choice

A sales rep for installations probably should use a ______________ sales presentation.

• A) consultative selling approach
• B) target market
• C) prepared
• D) selling formula approach
• E) any of these sales presentations would work.

---

Definitions:

Ingratiation

A strategy of winning favor and putting oneself in the good graces of others before making a request.

Rational Appeals

The use of logic, reason, and evidence to convince another person that cooperation in a task is worthwhile.

Ingratiation

A psychological technique wherein an individual attempts to become more likable to their target, often through flattery or other forms of manipulation.

Silent Authority

An influencing tactic that relies on unspoken but acknowledged power.