Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1)the salesperson does most of the talking at the beginning, (2)the salesperson then brings the customer into the discussion to clarify the customer's needs,and (3)the salesperson tries to close the sale.They are using a

Question

Quizplus · Accepted Answer

In the selling formula approach,the salesperson does most of the talking at the beginning of the presentation.As the presentation moves along,the salesperson brings the customer into the discussion to help clarify his needs.The salesperson then comes back to show how the product satisfies this need and closes the sale.

Producers Who Know Something About Their Target Customers' Needs and Attitudes