A Formula Selling Presentation Refers to a Format That

question 177

Multiple Choice

A formula selling presentation refers to a format that

• A)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
• C)consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
• D)assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
• E)relies on exhibits at trade shows,professional meetings,and conferences.

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Definitions:

Perceptual Objections

Objections based on subjective views, feelings, or misconceptions held by a potential customer that need to be addressed by a salesperson.

Trial Closes

Trial closes are techniques used in sales to gauge a potential buyer's interest or readiness to make a purchase through suggestive questioning or statements before making the final closing attempt.

Selling Point

A selling point is a unique feature or benefit of a product or service that makes it attractive to potential customers.

Negative Objection

A type of resistance or concern raised by a prospect that could potentially hinder a sale.