The referral approach is most likely effective because customers:
A) appreciate prepared salespeople
B) expect to ask and answer many questions
C) tend to focus on benefits instead of features
D) usually trust a salesperson who presents statistical data
E) are impressed by product benefits presented by satisfied customers

Question

Quizplus · Accepted Answer

The referral approach involves presenting product benefits as experienced and testified by satisfied customers. This approach is most likely to be effective because customers tend to focus on benefits instead of features and are impressed by product benefits presented by satisfied customers.

The Referral Approach Is Most Likely Effective Because Customers