The formula presentation is often referred to as the presentation A modified

The formula presentation is often referred to as the

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48. The formula presentation is often referred to as the _____ presentation. A. modified rebuyB. memorizedC. persuasive sellingD. transactionalE. need-developmentAnswer: CLearning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The formula presentation, often referred to as the persuasive selling presentation, is similar to the memorized method but less structured.49. Which presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations?
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Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The formula presentation, often referred to as the persuasive selling presentation, is akin to the memorized method: It is based on the assumption that similar prospects in similar situations can be approached with similar presentations. 50. Which of these statements about formula presentations is true? Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: Formula selling is effective for calling on customers who currently buy and for prospects about whose operations the salesperson has learned a great deal. The method involves the use of the AIDA procedure and is not very useful for complex selling situations.
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51. The AIDA procedure is most closely related to the _____ method of sales presentation. Learning Objective: 09-02
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  • Spring '17
  • Marty
  • Sales, AACSB

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