Which of These Statements About Formula Presentations Is True

question 14

Multiple Choice

Which of these statements about formula presentations is true?

• A) The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.
• B) New-task buying situations are a good time to use the formula presentation method.
• C) An advantage of the formula presentation is that it is most adaptable to complex selling situations.
• D) Customers get the greatest amount of talking time at the beginning of the formula sales presentation.
• E) To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

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Definitions:

Miller-Orr Model

is a financial management strategy designed to optimize cash balances by setting upper and lower limits on cash reserves.

Weekly Cash Flows

An accounting measure used to monitor the cash movement in and out of a business on a weekly basis.

BAT Model

Behavioural Analysis Technology Model, used in various fields to anticipate or analyze human behavior; if not applicable, NO.

Opportunity Cost

The lost potential gain from other alternatives when one option is chosen.