The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?
A)type of customer
B)percentage of the conversation controlled by the salesperson
C)the time prospect has available
D)measurability of the sales call objective
E)number of decision makers

Question

Quizplus · Accepted Answer

The basic distinguishing factor that differentiates these four presentation methods is the percentage of the conversation controlled by the salesperson. Each method allows for a different level of control by the salesperson, from highly controlled (canned) to free-flowing (consultative). The four methods are canned, needs-satisfaction, problem-solution, and consultative.

The Textbook Introduces Four Presentation Methods