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:

Reliability

The consistency of a research study or measuring test.

Anonymity

The state of being anonymous, where an individual's identity is not known or disclosed.

Surveys

Research tools used for collecting data from a predefined group of respondents to gain information and insights on various topics of interest.

Correlation

A statistical measure that expresses the extent to which two variables fluctuate together, indicating a relationship or association between them.