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:

Adoption

The acceptance and integration of new ideas, technologies, or products into regular use by consumers or within an organization.

Awareness

The state or level of consciousness where one is informed or cognizant of something, such as a brand, issue, or product.

Trial

A method used in marketing to allow potential customers to try a product or service for a limited time to assess its value or effectiveness.

Promotion-to-Sales Ratio

A metric analyzing the effectiveness of promotional activities by comparing the cost of promotion to the generated sales revenue.