Luisa Has Been in Sales About Three Years

question 46

Multiple Choice

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

• A) focused selling
• B) a unprofessional approach with her customers
• C) adaptive selling
• D) no prior planning
• E) flexible selling

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Definitions:

Global Strategist

An individual specialized in planning and implementing business strategies that operate effectively across different countries and cultures.

Follower Strategy

A business approach where a company chooses to follow rather than lead in product development or market strategies, adapting to market changes made by competitors.

Market Share

The proportion of total sales or revenues that a company or product commands within a specific market or industry.