Case Histories Can Weaken the Credibility of a Sales Dialogue

Multiple Choice

Case histories can weaken the credibility of a sales dialogue when they are:

A) unrelated to a salesperson's claims of benefit.
B) used to break the monotony of a long presentation.
C) used to clarify the issues raised by prospective buyers.
D) short and last less than a minute.
E) used to itemize a salesperson's claims of value.