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) New-task buying situations are a good time to use the formula presentation method.
C) An advantage of the formula presentation is that it is most adaptable to complex selling situations.
D) Customers get the greatest amount of talking time at the beginning of the formula sales presentation.
E) To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

Question

Quizplus · Accepted Answer

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.

Which of These Statements About Formula Presentations Is True