Which of these statements about formula presentations is true?
A) The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.
B) New task buying situations are a good time to use the formula presentation method.
C) An advantage of the formula presentation is that it is most adaptable to complex selling situations.
D) The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
E) To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.

Question

Quizplus · Accepted Answer

The formula presentation method is based on the assumption that the salesperson has already identified the prospect's needs and wants, and the presentation is customized accordingly. Therefore, option E is the only true statement. Option A is incorrect because the formula presentation is a specific type of sales presentation, not a procedure. Option B is incorrect because new task buying situations typically require more customized presentations rather than formulaic ones. Option C is incorrect because formula presentations may not be adaptable to all types of complex selling situations. Option D is incorrect because in the formula presentation, the salesperson typically delivers the majority of the talk.

Which of These Statements About Formula Presentations Is True