Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 21

You plan to give a demonstration of the Dyno Electric Cart to the purchasing agent of a company having a manufacturing plant that covers 200 acres. Which of the following is the best technique for your demonstration Why
A) Let your prospect drive the cart.
B) You drive the cart and ask the prospect to ride so that you can discuss the cart's benefits.
C) Leave a demonstrator and return a week later to see how many the prospect will buy.