What technique is being used in this exchange between a salesperson and a prospect? $($Salesperson$)$ "I know it is more expensive $-$ that is the reason why you should buy it$!"($Prospect$)$ "What do you mean? $($Salesperson$)$ "Well, for an additional two dollars a month, you will be able to increase production by $10\%$ leading to significant increases in your bottom line."

Question $23$ options:

compensation

postpone

indirect denial

dodge

boomerang

Question $24(1$ point$)$

Jonathan is trying to understand the pricing structure of the products he is selling. Which of the following information is not useful for Jonathan?

Question $24$ options:

Product's price

Company's credit policies

Discount offers

Markup value

Competition's price

Question $25(1$ point$)$

A group of college friends all graduate at the same time, and all five take jobs that involve selling. Natalie sells sophisticated film$-$editing software to Hollywood filmmakers by visiting their studios in person. Samira uses social media platforms, such as Twitter and LinkedIn, to sell home$-$security devices, such as security cameras and high$-$tech doorbells. Juan sells printing services to publishers. Omar sells iPhones, iPads, and other Apple products at a local Apple Store. Aiden sells contemporary office furnishings, such as desks and chairs, to small$-$ and medium$-$sized companies that want an open floor plan for their office. Which of the friends is engaged in social selling?

Question $25$ options:

Natalie

Samira

Juan

Omar

Aiden

Question $26(1$ point$)$

Which of the following bits of information would not be important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Question $26$ options:

the channel member's distribution policies

product lines and assortments carried

the channel member's pricing policies

past purchases of the salesperson's product

the operating expenses of the channel member