true or false $17.$ Additional costs such as shipping and handling should be mentioned after the presentation is over and the sale has been closed so as to prevent losing the sale.

$18.$ The ability to manage one's emotions, and to monitor the emotions and feelings of others, is referred to as emotional intelligence.

Winter $24$

$19.$ Rapid speech causes customers to become defensive as it is associated with high pressure sales methods.

$20.$ Salespeople who are involved in new$-$task buying situations must rely heavily on consultative selling skills.

$21.$ In most cases, referral leads result in higher close rates, larger sales, and shorter sales cycles