Which of These Statements About Formula Presentations Is True

question 14

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) Customers get the greatest amount of talking time at the beginning of the formula sales presentation.
• E) To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

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Definitions:

Credit Default Swaps

Financial swap agreements that transfer the credit exposure of fixed income products between parties.

CDS Buyer

An entity that purchases a credit default swap, obtaining protection against specific credit risks.

CDS Seller

A counterparty in a credit default swap agreement who provides credit protection, compensating the buyer in case of a debt default or other credit event.

Predatory Lending

Unscrupulous lending practices that impose unfair, deceptive, or abusive loan terms on borrowers, often leading to a debt trap.