Which of the following statements is not true when making a sales presentation?
a. The salesperson must be able to adjust the message to meet the prospect's informational needs.
b. The salesperson should anticipate objections and handle them before they arise.
c. The salesperson must attract and hold the prospect's attention during the sales presentation.
d. The most successful salespeople are thorough in their preapproach.
e. The manner in which the salesperson contacts a potential customer is a crucial step in the sales process.
Answer: b. The salesperson should anticipate objections and handle them before they arise.