Asked by Allie Andrews on May 01, 2024
Verified
Explain the formula sales presentation method. When is it effective to use the formula sales method?
Formula Sales Method
The formula sales method is a structured sales approach that follows a predetermined sequence of steps designed to lead a sales interaction towards closing a deal.
- Understand and explain the formula, canned, and problem-solution sales presentation methods and their effectiveness.
Verified Answer
ZK
Zybrea KnightMay 04, 2024
Final Answer :
Formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations. The salesperson follows a semi-structured, general outline in making a presentation. For the formula method to apply, the salesperson must first know something about the prospective buyer. The formula sales approach is based on the AIDA procedure of developing and giving the sales presentation. It is most effective with repeat purchases or when the salesperson knows or has already determined the needs of the prospect.
Learning Objectives
- Understand and explain the formula, canned, and problem-solution sales presentation methods and their effectiveness.
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