The Sales Presentation Should Include Elements That Appeal to the Prospect's

question 94

True/False

The sales presentation should include elements that appeal to the prospect's five senses.

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Definitions:

Perception

The process by which individuals organize and interpret their sensory impressions in order to give meaning to their environment.

Primacy Effect

A perception problem through which an individual assesses a person quickly on the basis of the first information encountered.

Recency Effect

A perception problem through which we use the most recent information available to assess a person.

Recency Effect

A cognitive bias in which the most recently presented information or experiences are remembered more clearly than earlier ones.