Formula Selling Presentation Refers to

question 153

Multiple Choice

Formula selling presentation refers to

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

Recognize the significance of major historical figures and movements in psychology.

Comprehend the ethical considerations in psychological research with both human and animal subjects.

Identify various psychological perspectives and their application to understanding behavior and mental processes.

Understand the concept of behavior as it is defined in the discipline of psychology.

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Definitions:

Seasonal Nature

The characteristic of certain processes, businesses, or industries that experience regular and predictable changes that recur every calendar year.

Cash Cycle

The cash cycle is a period between the outlay of cash for the purchase of inventory and the receipt of cash from customer sales, measuring the efficiency of a company's cash management.

Accounts Payable Period

The time it takes for a company to pay off its suppliers after a purchase is made, typically measured in days.

Liberal Accounts Receivable Policy

A policy that involves offering lenient credit terms to customers, such as extended periods before payment is due, which can encourage sales but may increase the risk of bad debts.