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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Carefully Select Which Sales Presentation Method to Use

True/False Quiz



1

Conference selling is when a salesperson brings company resource people to discuss a major problem or opportunity,
A)True
B)False
2

When a sales presentation is based on "need-satisfaction selling" the sales presentation is usually highly structured.
A)True
B)False
3

The persuasive selling presentation is also known as the formula presentation.
A)True
B)False
4

Need-development, need-awareness, and need-fulfillment are steps in the problem-solution sales presentation.
A)True
B)False
5

The discussion sequence, the selling process, and the buyer's mental steps compose the parallel dimensions of selling.
A)True
B)False




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