The Selling Formula Approach

question 194

Multiple Choice

The selling formula approach

• A) makes some general benefit statements to get the customer's attention and interest.
• B) starts with a prepared presentation outline approach and leads the customer through some logical steps to a final close.
• C) involves developing a good understanding of the individual customer's needs before trying to close the sale.
• D) uses a memorized presentation that is not adapted to each individual customer.
• E) is a problem-solving approach in which the customer and salesperson work together to satisfy the customer's needs.

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Definitions:

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