A Stimulus-Response Presentation Refers to a Format That

question 38

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 appeal 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:

Product Development

The complete process of bringing a new product to market, from ideation through design, development, and introduction.

Market Performance

An assessment of a company's effectiveness in selling its products or services, often measured by market share, sales volume, and profitability.

Financial Performance

A measure of how well a company can use assets from its primary mode of business and generate revenues, reflecting the financial health and profitability of the business.

Sales Account

A customer's record with a company, detailing their purchases, transactions, and preferences.