Paolo Rodrigues is a sales rep employed by Montano Travel Services. He is preparing to demonstrate a very complex computerized reservation system at a meeting with a corporate client. Which of the following guidelines would be most helpful as he conducts the demonstration?
A) Use showmanship to build interest in the new reservation system.
B) Use a portfolio to organize the key sales goals.
C) Offer one idea at a time, and be sure that the customer understands each point before moving on.
D) Be sure the sales demonstration gives the prospect a temporary feeling of ownership.
E) Use the customer's own computer to demonstrate the product.
Answer: C) Offer one idea at a time, and be sure that the customer understands each point before moving on.