Which of These Statements About Formula Presentations Is True

question 94

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)The formula presentation is not suitable for inexperienced salespeople.
• C)An advantage of the formula presentation is that it is most adaptable to complex selling situations.
• D)The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
• E)To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.

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Definitions:

Functional Turf

The specific areas or domains within an organization where particular groups have control or specialized tasks.

Typology

A classification system based on types or categories, often used for understanding various phenomena or entities.

Identity-based

Relating to or based upon the characteristics, beliefs, or attributes that define or constitute a person's unique identity.

Collective Efficacy

The shared belief in the capability of a group to achieve its goals and accomplish tasks together.