A Stimulus-Response Presentation Refers to a Format That

question 38

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 appeal 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:

Incomes

The monetary payment received for goods or services, or from other sources like investments, typically measured over a set period of time.

Spend

The process of spending money to acquire goods or services.

Mood Disorders

A category of mental disorders involving persistent disturbances in mood or emotional state, such as depression or bipolar disorder.

Psychophysiological Disorders

Disorders in which biological, psychological, and sociocultural factors interact to cause or worsen a physical illness. Also known as psychological factors affecting other medical conditions.