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)The formula presentation is not suitable for inexperienced salespeople.
C)An advantage of the formula presentation is that it is most adaptable to complex selling situations.
D)The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
E)To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.

Question

Quizplus · Accepted Answer

To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants. The formula presentation follows a predetermined structure, and therefore, the salesperson needs to tailor the presentation to match the customer's needs and wants. Therefore, option E is the correct answer.

Which of These Statements About Formula Presentations Is True