The three stages of the selling formula approach are need development, need awareness, and need fulfillment.
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Q8: A canned sales presentation style is based
Q9: The canned sales presentation assumes that each
Q10: In the selling formula approach, the salesperson
Q11: In the second stage of the needs
Q12: The most customer-oriented of all sales approaches
Q14: Helping customers arrive at better solutions than
Q15: Trust is at the core of the
Q16: The simplest way to organize a sales
Q17: The more homogeneous the customer base, the
Q18: The geographic approach to sales force organization
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