Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing
In which of the following steps of the selling process is Sheila?
A) follow-up
B) handling objections
C) preapproach
D) presentation
E) prospecting
D
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Suggesting that readers have made poor choices in the past
A) is helpful in sales messages, but not other persuasive messages. B) is effective in persuasive messages, as long as you are subtle. C) works well if you are trying to convince someone to make a large purchase. D) can inadvertently insult your audience, reducing the effectiveness of your persuasive message. E) makes them more likely to accept your argument, as long as you are blunt and forceful.
Share of ________ represents the proportion of company advertising of a product to all advertising of that product
A) wallet B) mind C) voice D) market E) cost