Bob Doe, known as "Battery Bob", is the national sales manager for Duracell batteries. Duracell has lost its market share lead to Eveready and the "Energizer Bunny". At present, Walmart only carries Eveready batteries. Battery Bob has "knocked on the door" for three years trying to get a meeting with the Walmart buyer for consumer electronics products. Last week, she agreed to one presentation of a new marketing and advertising program developed by Duracell to "make mince-meat out of that rabbit!" Based on the relationship developed thus far, Battery Bob believes Walmart requires a unique presentation to convince it that Duracell markets not only a better battery, but that Duracell has the marketing savvy and creativity to surpass Eveready and resume its position as the market leader. Which of the following sales presentations would have the greatest likelihood of converting Walmart into a customer?

Bob Doe, known as "Battery Bob", is the national sales manager for Duracell batteries. Duracell has lost its market share lead to Eveready and the "Energizer Bunny". At present, Walmart only carries Eveready batteries. Battery Bob has "knocked on the door" for three years trying to get a meeting with the Walmart buyer for consumer electronics products. Last week, she agreed to one presentation of a new marketing and advertising program developed by Duracell to "make mince-meat out of that rabbit!" Based on the relationship developed thus far, Battery Bob believes Walmart requires a unique presentation to convince it that Duracell markets not only a better battery, but that Duracell has the marketing savvy and creativity to surpass Eveready and resume its position as the market leader. Which of the following sales presentations would have the greatest likelihood of converting Walmart into a customer?

Bob Doe, known as "Battery Bob", is the national sales manager for Duracell batteries. Duracell has lost its market share lead to Eveready and the "Energizer Bunny". At present, Walmart only carries Eveready batteries. Battery Bob has "knocked on the door" for three years trying to get a meeting with the Walmart buyer for consumer electronics products. Last week, she agreed to one presentation of a new marketing and advertising program developed by Duracell to "make mince-meat out of that rabbit!" Based on the relationship developed thus far, Battery Bob believes Walmart requires a unique presentation to convince it that Duracell markets not only a better battery, but that Duracell has the marketing savvy and creativity to surpass Eveready and resume its position as the market leader. Which of the following sales presentations would have the greatest likelihood of converting Walmart into a customer?



A.

suggestive selling


B.

consultative selling


C.

formula selling


D.

need-satisfaction selling



Answer: D


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