Question

QUESTION 22 A formula selling presentation is a format that O emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers. O focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution. consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect. assumes that given the appropriate stimulus by a salesperson, the prospect will buy. O relies on exhibits at trade shows, professional meetings, and conferences. QUESTION 23 The final stage in the personal selling process is referred to as presentation. O assumptive close. O decision confirmation. urgency close. follow-up. QUESTION 24 The preapproach stage of the personal selling process is especially important in international sales. O government sales. high-technology product sales. high-ticket item sales. the sale of services.

Answer 1

Question 22

The correct answer is "consists of information that must be provided in accurate, thorough, and step-by-step manner to inform the prospect."

Formula selling presentation refers to a selling approach that design the sales presentation in order to move the customer through the stages in decision-making process in order to get customer's attention, develop interest, build desire and secure action.