Question

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.

Answer 1

The correct answer is letter "E": referral.

Step-by-step explanation:

In the sales world, there are many approaches clerks can engage prospective buyers. The aim is to personalize the sale requesting necessary information to find out what the consumer wants that matches the products salespeople can offer.

One of those approaches is the referral opening by which the sales representative makes personalized the sale by mentioning a fact that was provided to him by another person that knows the buyer. It is a form of "breaking the ice" by including a familiar fact to the buyer, which is likely to create confidence between the buyer and the seller.