To show the strength of a plastic pallet, the salesperson asked the prospect to step into the parking lot. Once they were in the parking lot, the salesperson laid a pallet on the ground and drove his car across the pallet. Then he got out of the car and asked the prospect to examine the pallet for cracks or breaks. This theatrical presentation of a product's feature is called a(n):
A) dramatization.
B) analogy marketing.
C) FAB testimonial.
D) prestige proof statement.
E) autosuggestion.

Question

Quizplus · Accepted Answer

Dramatization is a sales technique where a product's benefit is demonstrated in a vivid, memorable way, as in the example of driving a car over a plastic pallet to show its strength.

To Show the Strength of a Plastic Pallet, the Salesperson