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All main topics / Economics / Marketing / MARK 3000 Exam 3
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
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Flashcard info:
Author: savhighsmith
Main topic: Economics
Topic: Marketing
School / Univ.: UGA
City: Athens
Published: 17.11.2010




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