Explain the formula sales presentation method. When is it effective to use the formula sales method?

Formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations. The salesperson follows a semi-structured, general outline in making a presentation. For the formula method to apply, the salesperson must first know something about the prospective buyer. The formula sales approach is based on the AIDA procedure of developing and giving the sales presentation. It is most effective with repeat purchases or when the salesperson knows or has already determined the needs of the prospect.