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.