Adaptive Selling Refers to a Presentation Format That

question 148

Multiple Choice

Adaptive selling refers to a presentation format that

• A)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C)consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D)assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E)involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

---

Definitions:

Statement

A formal account or declaration of financial position or transactions, or a declaration of facts or opinions.

Company

A legal entity formed by individuals, stockholders, or shareholders, with the purpose of operating for profit, engaging in commercial and industrial activities.

Straight-Line Amortization

A method of allocating the cost of an intangible asset evenly over its useful life.

Bond Payable

A long-term liability account that represents the amount a company owes to bondholders, to be repaid at a future date.