San Oxana Insurance Company uses relatively untrained people to sell its life insurance. The sales reps learn prepared sales presentations which help them describe the firm's policies to potential customers, discover each customer's specific needs, and then lead them through some logical steps to a final close. They are using a:

Question

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The selling formula approach is characterized by using a standardized or prepared presentation to guide potential customers through a sales process, which is exactly what San Oxana Insurance Company is doing by having their sales reps learn prepared sales presentations to describe policies and lead customers to a final decision.

San Oxana Insurance Company Uses Relatively Untrained People to Sell