Which statement is the best explanation for the location of node 5 in the model?

An analogy is a special form of _____.

Ethan is a young salesperson who is tasked with establishing and maintaining good relationships with his customers. Whenever he approaches a customer to sell his product, he begins a series of conversations with the customer to determine his or her needs, communicates how the product can create value for the customer, and negotiates a business deal with the customer and earns his or her commitment. In this scenario, Ethan most likely engages in _____.

If a buyer mistakenly believes that a competitor’s offering has higher level attributes or qualities than it actually does, a salesperson should attempt to:

Customizing and enriching presentations by using electronic multimedia is expensive and time taking.

In the business consultant role, salespeople:

A salesperson from a different company who sells an entirely different category of products can be considered a: 

Identify a question that a salesperson must ask when developing a service strategy.

Good salespeople must adjust their selling strategy depending on their competition.

Ava is planning to buy a new phone. She wants the phone to have features such as touchscreen display, wireless printing, fingerprint sensor, and 512GB of RAM. She wants to be able to pay for the phone in installments using her debit card. As she is interested in purchasing the latest model, she expects that salespeople will keep her informed about associated software upgrades and offers on phone accessories. She expects that the phone she purchases would deliver the promised performance and that she will be one of the few privileged owners of that phone. In this scenario, which of the following represents Ava’s situational needs?