When Tracy went to work as a new sales rep for Xerox, she was told to use the following speech in her sales presentations: "Hello, __(Mr./Mrs. customer name.__, my name is __(your name here)__. I'm calling for Xerox. We carry the best office products ranging from fax machines, photocopying machines, printers...." Xerox instructed Tracy to use __________.

When Tracy went to work as a new sales rep for Xerox, she was told to use the following speech in her sales presentations: "Hello, __(Mr./Mrs. customer name.__, my name is __(your name here)__. I'm calling for Xerox. We carry the best office products ranging from fax machines, photocopying machines, printers...." Xerox instructed Tracy to use __________.

When Tracy went to work as a new sales rep for Xerox, she was told to use the following speech in her sales presentations: "Hello, __(Mr./Mrs. customer name.__, my name is __(your name here)__. I'm calling for Xerox. We carry the best office products ranging from fax machines, photocopying machines, printers...." Xerox instructed Tracy to use __________.



a) a formula selling presentation

b) a stimulus-response presentation

c) a needs-satisfaction presentation

d) suggestive selling

e) consultative selling



Answer: a


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