Question 1: Explain the 2 routes to persuasion in the elaboration likelihood model (ELM) of persuasion theory.
Question 2: Can this theory be applied to negotiation resistance and the handling of customer objections?
Question 3: What other persuasive techniques may be used?
Question 4: Are there adjustments to the selling tactics that you, as a salesperson for Cavalier Products, may consider for presentations to new clients in light of the information you learned from your research?