A Selling Format That Assumes That Given the Appropriate Prompts

question 203

Multiple Choice

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

• A) formula selling presentation.
• B) stimulus-response presentation.
• C) stimulus-satisfaction presentation.
• D) stimulus-selling presentation.
• E) persuasive sales presentation.

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Definitions:

Spending Variance

The difference between the actual amount spent and the budgeted amount for a particular period or item.

Actual Level

The real, measured level of production, performance, or activity, as opposed to planned or theoretical levels.

Spending Variance

The difference between the actual amount spent and the budgeted amount for a particular category or period, indicating over or under spending.

Planning Budget

A financial plan that estimates the revenue and expenses for a specific period, often used for setting performance expectations.