Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires the oil industry to meet strictly enforced regulations. Therefore, it is important the platforms be designed to meet the EPA standards and the needs of the individual oil drilling company. Ames and Hunt would most likely use the need-satisfaction method of presentation because it:
A) starts with known needs of the customer.
B) is less creative and is therefore easier to present.
C) allows the salesperson to determine whether any of the products being offered might be beneficial.
D) follows a time-proven formula of selling to that industry.
E) can be memorized.
Answer: C
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