During her presentation to a prospective customer, Lea informed the prospect about the superiority of the new wallboard she was selling. She also brought along a sample so that the building contractor could see and feel the superiority of the product. Lea used a

$$ to improve the buyer's understanding of her product.

multiple$-$sense appeal

standardized approach

collaborative approach

style$-$flexing appeal

Ronald sold a new crane to a manufacturing company for lifting and relocating heavy materials in their operations. While stopping by the warehouse to check on how the crane is operating, Ronald reminds the production manager of the value he has provided by following through with his promises, overseeing the installation of the crane, and scheduling training for their employees. Ronald is using to get credit for the value he has created for this customer.

probing

value reinforcement

the balance sheet method

customer lifetime value