What Is the Most Likely Reason That Some Salespeople Dislike

question 53

Multiple Choice

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

• A) The salesperson must give the prospect some control of the selling situation.
• B) The method is impractical for selling highly technical products.
• C) The salesperson must present unimportant benefits to the buyer.
• D) The approach requires the salesperson to close too quickly.
• E) The method allows very little prospect participation.

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Definitions:

Social Exchange Theory

A psychological and sociological theory suggesting that human interactions are based on the exchange of resources, with the aim of maximizing benefits and minimizing costs.

Intrapersonal Theory

Refers to the study of the individual's mind, emotions, and self-concept, focusing on internal processes and personal development.

Homeostatic Theory

A concept that organisms strive to maintain internal stability, such as temperature or hydration levels, despite external changes.

Steady State Theory

The cosmic hypothesis suggesting that the universe has always existed and maintains a constant average density, despite its expansion, through the continuous creation of new matter.