If a salesperson for a security company were to walk into a prospect's office and say,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company," she would be using the _____ approach.
A) curiosity
B) testimonial
C) shock
D) proof statement
E) scare-tactic

Question

Quizplus · Accepted Answer

The shock approach uses a question designed to make the prospect think seriously about a subject related to the salesperson's product.

If a Salesperson for a Security Company Were to Walk