Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?
A) Dr. Stein lacks respect for Josh Stockard.
B) Dr. Stein dislikes the AIDA approach.
C) Vogel employs a SPIN approach.
D) Vogel is unable to develop a FAB presentation.
E) Dr. Stein is already acquainted with Vogel.

Question

Quizplus · Accepted Answer

If Dr. Stein lacks respect for Josh Stockard, the reference to Stockard's suggestion would likely reduce the effectiveness of Vogel's approach, as Stein might not value recommendations from someone he does not respect.

Ashana Vogel, a Book Salesperson, Approaches a Prospect with the Following