Question

Unlike the other major presentation formats, in the _______ format the salesperson does not dominate the conversation but instead asks probing questions and listens to the prospective customers.

Answer 1

Unlike the other major presentation formats, in the  stimulus-response presentation format the salesperson does not dominate the conversation but instead asks probing questions and listens to the prospective customers. The stimulus-response presentation format is a  selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy.

Answer 2

Answer:

The correct answer is ''stimulus-response''.

Explanation:

A presentation format, in the business area, is the name given to the term that refers when a salesperson approches a possible buyer. It show the correct way that the person introduces himself and the good that is what the customer wants and seeks.

A ''stimulus-response format'' is the selling format that looks for the correct answer at the right time, in other words, the main purpose of this type of presentation format is to focus on what the customer asks and what he expects to be answered. Therefore that this format differs from the other presentation formats in which the conversation tends to be dominated by the salesman who approches the sale in order to give the most information and treat possible to the costumer, instead of listening to what he needs and wants.