Which Statement About the Formula Sales Presentation Is INCORRECT

question 21

Multiple Choice

Which statement about the formula sales presentation is INCORRECT?

• A) The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation.
• B) Modified rebuy situations are a good time to use the formula sales presentation method.
• C) The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation.
• D) The customer has the largest amount of talking time during the latter half of the presentation phase of the formula sales presentation.
• E) To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

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Definitions:

Overhead

The ongoing administrative and operational expenses of a business that are not directly attributable to specific business activities.

Direct Labor-Hours

A measure representing the total hours worked directly on the production of goods or the provision of services.

Product W8

A hypothetical product referred to by its code name W8, details of which depend on the context.

Direct Labor-Hours

A measure of the total hours worked directly on manufacturing goods or providing services, used in costing and operational efficiency analysis.