Charles M. Futrell,
Texas A&M University
analogy | A comparison between two different situations that have something in common.
(See 274)
|
|
|
|
autosuggestion | A kind of suggestion that attempts to have prospects imagine themselves using the product.
(See 271)
|
|
|
|
counter suggestion | A suggestion that evokes an opposite response from the prospect.
(See 272)
|
|
|
|
demonstration | The process of showing a product to a prospect and letting him or her use it, if possible.
(See 279)
|
|
|
|
direct suggestion | An approach that suggests that prospects should buy rather than telling them to buy.
(See 271)
|
|
|
|
dramatization | The theatrical presentation of products.
(See 278)
|
|
|
|
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.
(See 271)
|
|
|
|
logical reasoning | Persuasive techniques that appeal to the prospect's common sense by applying logic through reason.
(See 270)
|
|
|
|
metaphor | An implied comparison that uses a contrasting word or phrase to evoke a vivid image.
(See 274)
|
|
|
|
Paul Harvey dialogue | The process of incorporating methods of speech and delivery to make talk come alive rather than sounding dull and memorized.
(See 273)
|
|
|
|
prestige suggestions | A technique in which the salesperson has the prospect visualize using products that people whom the prospect trusts use.
(See 270)
|
|
|
|
proof statements | Statements that substantiate claims made by the salesperson.
(See 274)
|
|
|
|
sales presentation mix | The key communication elements used by the salesperson in the presentation.
(See 268)
|
|
|
|
simile | A direct comparison statement using the word like or as.
(See 274)
|
|
|
|
suggestive propositions | A proposition that implies that the prospect should act now.
(See 270)
|
|
|
|
visuals | Illustrative material that aids a prospect in increasing memory retention of a presentation.
(See 277)
|