Although many salespeople are using some type of presentation technology in conjunction with the sales demonstration, paper is still widely used. For many sales and marketing organizations, bound paper presentations continue to be a very popular medium.41 With the aid of computer-generated graphics, it is easy to print attractive graphs, charts, and other proof information. Product guarantees and warranties are sometimes included in a bound paper presentation. Some marketers use guarantees and warranties to differentiate their products from competing products. Customer testimonials represent another common element of bound paper presentations. A testimonial letter from a prominent satisfied customer provides persuasive evidence that the product has support in the industry. Prospects like bound paper presentations because the document is readily available for future reference.