False statements
"The concept of permissible puffery makes it difficult
to determine what misrepresentation is. Permissible puffery is
defined as an expression of mere opinion by the salesperson. It
does not purport to be a representation of fact."
- Pederson, Wright, Weitz (1984)
"...salespeople can increase their effectiveness by
using nonverbal communications to transmit messages…
While good eye contact conveys insincerity and dishonesty. For
this reason a salesperson should attempt to maintain frequent eye
contact. If direct eye contact proves to be uncomfortable,
looking at the bridge of a customer's nose will achieve the same
effect."
- Pederson, Wright, Weitz (1984)
Pederson, Wright, Weitz. Selling: principles and methods. 8th Ed Homewood, Illinois. Irwin 1984