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) type of product
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. The four presentation methods are: stimulus-response presentation, formula selling presentation, need satisfaction presentation, and problem-solving presentation. The stimulus-response presentation has the highest percentage controlled by the salesperson, followed by formula selling presentation, need satisfaction presentation, and problem-solving presentation has the lowest percentage controlled by the salesperson.

The Textbook Introduces Four Presentation Methods