Simon Juarez sells life insurance for a large New Mexico firm. He locates customers by selecting names out of a telephone directory and calling to arrange an appointment. He begins each presentation by explaining the basic features and merits of his product-eventually bringing the customer into the conversation to clarify the customer's insurance needs. Then he tells how his insurance policy would satisfy the customer's needs and attempts to close the sale. Simon's sales presentation is based on the:

Question

Quizplus · Accepted Answer

Simon Juarez's method of starting with a presentation about the product's features and merits, then engaging the customer to understand their needs, and finally explaining how his product meets those needs, aligns with the selling formula approach. This approach is structured and follows a specific sequence to make a sale.

Simon Juarez Sells Life Insurance for a Large New Mexico