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:

Verbal Tasks

Activities or assignments that require the use or understanding of words and language, often employed in cognitive and psychological testing.

Reliable

refers to the consistency and dependability of a measure or test over time, yielding similar results in repeated applications under the same conditions.

Separate Knowing

An approach to understanding or knowing that emphasizes critical examination and analysis of arguments.

Objectivity

The quality of being unbiased, fair, and not influenced by personal feelings or opinions in considering and representing facts.