A Formula Selling Presentation Is a Format That

Multiple Choice

A formula selling presentation is a format that

A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) relies on exhibits at trade shows, professional meetings, and conferences.