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What are the four types of Presentations (ways to sell)? Explain them.
1. Formula selling - scripted
2. Stimulus Response - ask the right question at the right time, for example: "Would you like a tie with your suit?"
3. Successive Commitment - ask a series of yes questions, making it illogical to say no to the last question.
4. Need Satisfaction - have a conversation with a customer to find their needs
2. Stimulus Response - ask the right question at the right time, for example: "Would you like a tie with your suit?"
3. Successive Commitment - ask a series of yes questions, making it illogical to say no to the last question.
4. Need Satisfaction - have a conversation with a customer to find their needs
Flashcard info:
Author: savhighsmith
Main topic: Economics
Topic: Marketing
School / Univ.: UGA
City: Athens
Published: 17.11.2010