A Stimulus-Response Presentation Refers to a Format That

question 304

Multiple Choice

A stimulus-response presentation refers to a format that

• A)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• B)consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• C)assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• D)involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
• E)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

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Definitions:

Organisational Culture

The shared values, beliefs, norms, and practices that shape the social and psychological environment of a business or organization, influencing how people interact and work together.

Relevance

The importance or applicability of something in relation to a specific matter or context.

Observable Culture

The visible elements of an organization's culture, such as behaviors, rituals, and symbols, that can be seen and understood by outsiders.

Organisational Life

The cycle through which an organization progresses, including stages such as startup, growth, maturity, and decline.