The Selling Formula Approach

question 246

Multiple Choice

The selling formula approach:

• A) Starts out much like the consultative selling approach.
• B) Makes some general benefit statements to get the customer's attention and interest.
• C) Follows a series of logical steps based on some knowledge of the target customer.
• D) Becomes identical to the prepared sales presentation as the salesperson approaches an opportunity to close the sale.
• E) All of these are correct for the selling formula approach.

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Definitions:

Open Compensation

A policy or practice where an organization makes salary ranges and compensation figures publicly available or transparent within the company.

Nonprofit Distributing

Organizations that do not distribute their surplus funds to owners or shareholders but instead use them to support their missions and activities.

Closed Competition

A competitive scenario where participation is restricted to specific entities or individuals who meet predetermined criteria.

Noncompulsory Distributions

Financial or resource allocations made by an organization or government that are not mandated by law or regulation, often discretionary in nature.