A stimulus-response presentation refers to a format that
A. emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B. assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
C. focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
D. consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
E. involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
Answer: B
You might also like to view...
The essential qualities of an effective vision include all of the following EXCEPT
A. The vision should be communicated to all. B. The vision has to make strategic sense. C. The vision should be a source of inspiration to others. D. There should be a passion for the vision. E. All team members have the same vision.
Examples of firsthand (or primary) research include conducting interviews, asking people to complete a survey, or conducting a scientific experiment
Indicate whether the statement is true or false
The accounting period used for the annual financial statements is called the fiscal year
Indicate whether the statement is true or false
The change in net working capital—regardless of whether an increase or decrease—is not taxable because it merely involves a net buildup or net reduction of current accounts
Indicate whether the statement is true or false