Which Statement About the Formula Sales Presentation Is INCORRECT

question 21

Multiple Choice

Which statement about the formula sales presentation is INCORRECT?

• A) The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation.
• B) Modified rebuy situations are a good time to use the formula sales presentation method.
• C) The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation.
• D) The customer has the largest amount of talking time during the latter half of the presentation phase 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:

MR Output

The output level where marginal revenue equals marginal cost, guiding firms in maximizing their profitability.

Price

The amount of money required to purchase a good, service, or asset.

AVC

Average Variable Cost represents the variable costs (like materials and labor) associated with producing each unit of output.

ATC

Average Total Cost, the total cost of production divided by the quantity of output produced, encompassing both fixed and variable costs.