The Problem-Solution Sales Approach

question 106

Multiple Choice

The problem-solution sales approach:

• A)strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs.
• B)requires the two organizations to develop a common mission.
• C)requires employees from the selling organization to analyze the buyer's business.
• D)uses specific statements to elicit specific responses from customers.

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Definitions:

Conditioned Response

An automatic response established by training to an ordinarily neutral stimulus.

Unconditioned Stimulus

The stimulus normally produced by the unconditioned response (e.g., food producing salivation).

Expectancies

What someone expects to happen, based on past experiences of what was rewarding.

Rewards

Benefits or positive feedback received as a result of an action, which serve as reinforcement for that behavior.