The Selling Formula Approach

question 246

Multiple Choice

The selling formula approach:

• A) Starts out much like the consultative selling approach.
• B) Makes some general benefit statements to get the customer's attention and interest.
• C) Follows a series of logical steps based on some knowledge of the target customer.
• D) Becomes identical to the prepared sales presentation as the salesperson approaches an opportunity to close the sale.
• E) All of these are correct for the selling formula approach.

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Definitions:

Decibels

A unit of measurement used to express sound intensity or the power level of an acoustic or electrical signal.

Eardrum

A slim barrier that divides the external ear from the internal ear, resonating when it encounters sound waves.

Tuning Fork Test

A medical test that uses the vibration of a tuning fork to assess hearing or vibratory sensation.

dB

A unit of measurement used to express the magnitude of sound pressure or electrical power on a logarithmic scale.