Which of These Statements About Formula Presentations Is True

question 25

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) New task buying situations are a good time to use the formula presentation method.
• 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.

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Definitions:

Avoidance Behavior

Actions taken to prevent or avoid the occurrence of an unpleasant stimulus or scenario.

Delay

A period of time before an event or action takes place.

Aversive Event

An unpleasant or harmful event or stimulus that an organism seeks to avoid or escape.

Avoidance Response

A behavior aimed at preventing an unpleasant or harmful event before it occurs.