A Stimulus-Response Presentation Refers to a Format That

question 304

Multiple Choice

A stimulus-response presentation refers to a format that

• A)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• B)consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• C)assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• D)involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
• E)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

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Definitions:

Returns

In a financial context, the profit or loss derived from an investment over a specified period of time, often expressed as a percentage of the investment's initial cost.

Ideas and Deeds

Refers to the conceptual and action-oriented aspects of initiatives or tasks, emphasizing the importance of both innovative thinking and practical implementation in achieving goals.

Fear and Force

Applies to methods of control or influence based on inducing fear or the application of coercion, often seen as negative leadership or management tactics.

Performance Standards

The expected levels of performance and achievements for a task, role, or activity within an organization.