Final answer:
Salespeople choose among three approaches when making a sales presentation: the central route to persuasion, the foot-in-the-door technique, and selecting the mode of presentation.
Step-by-step explanation:
When making a sales presentation, salespeople have three approaches to choose from:
- The central route to persuasion emphasizes logic and uses data and facts to convince people of an argument's worthiness. This approach focuses on the quality of the information presented and is effective in changing attitudes, thoughts, and behaviors.
- The foot-in-the-door technique involves making a smaller request initially and then following up with a larger request. For example, a salesperson may suggest purchasing a data plan before proposing an extended warranty. By agreeing to the smaller request, the customer is more likely to agree to the larger one.
- Salespeople can also use the mode of presentation to influence their audience. They may choose to use a traditional written document, a slide deck, or a video presentation, depending on the context and the target audience.
These three approaches provide salespeople with different strategies to effectively communicate their message and persuade potential customers.