Which is more persuasive in a sales presentation, using logical reasoning or making emotional appeals? Logical reasoning with Analyticals, Drivers and Amiables; Emotional Appeals with Expressives Emotional appeals It depends on the selling situation Use logical reasoning first, followed by emotional appeals Logical reasoning Question 17 ( 8 points) How can you develop your business as a wine rep? Describe 4 prospecting methods you could apply in this scenario to source and/or contact prospects. Include at least one benefit for each of these methods. Then state which method you believe would be most effective for this situation and provide two reasons why. According to sales training methodology that we discussed in class, how many times should you attempt to close a sale? At least three times You keep attempting to close the sale until it is made The general rule is to always make seven attempts to close a sale No more than twice If you can't close the first time, then move on to other prospects Question 19 (1 point) Sometimes it is advantageous to do a sales presentation away from the client's office. This may allow you to present to a less distracted client and it will allow you to Use more colourful language Show video from any device Present in a neutral environment Provide alcohol to the prospect Apply the Law of Attribution Which of the following is the 4th fundamental negotiating skill, which reinforces the value of building the relationship before and during the negotiation? Continually offer more concessions Get to know if they prefer being the 'good cop' or 'bad cop' Ask which form of persuasion they prefer Continually create goodwill Never use emotion as a tactic in negotiation