Michael is a salesperson for a company that manufactures television sets.He begins his sales presentation with a prospect by telling him that he was recommended by the prospect's friend,Vincent.Michael tells the prospect,"Vincent said that you were interested in buying a television set with state-of-the-art technology.Our firm has just about the right type of television sets that could cater to your needs." In this case,Michael is using the _____ opening to get the attention of his prospect.
A) product
B) compliment
C) benefit
D) introduction
E) referral

Question

Quizplus · Accepted Answer

Michael is using a referral opening, in which he mentions that the prospect was recommended by his friend Vincent. This is a powerful opening as it establishes a sense of trust and credibility between Michael and the prospect, and can make the prospect more receptive to Michael's sales pitch.

Michael Is a Salesperson for a Company That Manufactures Television