Salespeople must become trusted issues and make valuable recommendations. who comprehend customer's unique Friends Authority figures Advisors Industry thought leaders Question 37 (2 points) offer salespeople a trusted source of evidence that customers have little reason to doubt. Third-party testimonials Paid reviews Personal stories Statistics While is relatively standard in many presentations, it can encourage one-way communication. Question-and-answer time Email PowerPoint Roleplaying Question 39 (2 points) can become complicated for salespeople and take significant time and effort due to the presence of multiple decision-makers. Sales calls Solution configuration Setting appointments Market research