The formula selling approach works well in straight rebuy and modified rebuy situations,especially with consumer goods.

Question

Quizplus · Accepted Answer

The formula selling approach is a sales technique that involves using a set of pre-determined questions and answers to guide the sales process. This approach is often used in situations where the customer is already familiar with the product or service and is simply looking to make a purchase. Straight rebuy and modified rebuy situations are both examples of situations where the customer is already familiar with the product or service and is simply looking to make a purchase. Therefore, the formula selling approach can be an effective sales technique in these situations.

The Formula Selling Approach Works Well in Straight Rebuy and Modified