When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name).My name is (your name here).I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise instructed Tracy to use

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The speech given to Tracy follows a formulaic approach, where she is given a pre-written script to present to customers in a certain order. This is known as a formula selling presentation, which is often used in sales environments where the focus is on the product being sold and the benefits it offers, rather than the individual needs of the customer.

When Tracy Went to Work as a New Sales Rep