Which of these statements about the formula sales presentation is FALSE?
a. The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation.
b. Modified rebuy situations are a good time to use the formula sales presentation method
c. To successfully use the formula sales presentation method, the sales person must previously have correctly identified the prospect's needs and wants.
d. The formula sales presentation is the best method to use when the prospect will allow very little time for the presentation
e. The customer gets his or her greatest amount of talking time during the middle part of the formula sales presentation
Answer: D
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