Match the descriptions in COLUMN A to the terms in COLUMN B.

Here are the matches for each description from COLUMN A to a term in COLUMN B:

• 1.1.1 The sales staff must know all about the after-sales service the business offers.

  • This refers to the support provided to customers after a purchase.
  • Match: E product support

• 1.1.2 This technique is used to grab the prospect's attention by creating fear and anxiety.

  • This describes a high-impact method to get attention, often by highlighting potential negative consequences.
  • Match: J shock approach

• 1.1.3 The systematic process of gathering data about the nature, scope and tasks related to a specific position.

  • This