A Formula Selling Presentation Refers to a Format That

question 177

Multiple Choice

A formula selling presentation refers to a format that

• A)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
• C)consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
• D)assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
• E)relies on exhibits at trade shows,professional meetings,and conferences.

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Definitions:

Numbers and Facts

Objective data and statements that are supported by evidence and can be verified.

Instructions

Comprehensive instructions on how to perform, use, or put together a specific task or item.

Proposals

Formal offers or plans submitted for consideration, acceptance, or action to others.

Investment Proposals

Documentation presented to potential investors or partners outlining the details, risks, and potential returns of a proposed investment.