BET430 Chapter Notes - Chapter 9: Autosuggestion, Nonverbal Communication, Addon
16 Dec 2018
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Consultative selling: the process of professionally providing information to help customers make intelligent actions to achieve short and long -term objectives. Sales presentation mix: the six elements the salesperson assembles to sell to prospects: persuasive communication, participation, demonstration, dramatization, visual aids, evidence. Logical reasoning: persuasive techniques that appeal to the prospect"s common sense by applying logic through reason. Suggestive proposition: a proposition that implies that the prospect should act now. Prestige technique: a technique in which the salesperson has the prospect visualize using products that are used by people whom the prospect trusts. Autosuggestion: a kind of suggestion that attempts to have prospects imagine themselves using the product. Direct suggestion: an approach that suggests prospects buy rather than telling them to buy. Indirect suggestion: a statement by the salesperson recommending that the prospect undertake some action while making it seem that the idea to do so is the prospect"s. Countersuggestion: a suggestion that evokes an opposite response from the prospect.
