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Sales, MAR 4403 - Chapter 9

Dr. Cynthia Rodriguez Cano
Across
Prefer crisp presentations with important points highlighted
How a product meets needs
Shows how quality is manufactured
Appeal to fate with humorous tone of voice to overcome
Preferred over clip-art
May contribute o visual appeal
Net value of future cash flows, abbrv.
Ultimate presentation rooms
Requires involvement
Show cost of solution is offset by added value
Ideal for getting and keeping interest
Taps into paths to the subconscious
Down
Inreasese understanding dramatically
Effective techniques to illustrate relationship
Good when customer has firm idea of product needed, abbrv.
Path to the subconscious
Infringed when used without author's permission
Used to summarize key points
Get attention - HO HO
What is being forfeited for current investment
Short, precise description that satisfies concerns of executive
Net savings expected from a given investment, abbrv.
Listen more attentively to large presentations
Requires frequent reaffirmation
Encourages group interest
Important to recall
Use no more than five to six of these
Way to increase buyer attention