Adaptive Selling Is a Presentation Format That

question 99

Multiple Choice

Adaptive selling is 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.

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Definitions:

Neural Impulses

The electrical signals that travel along neurons, enabling communication within the brain and between the brain and other parts of the body.

Theories of Perception

Various theories that attempt to explain how sensory information is organized, interpreted, and consciously experienced.

Basic Tastes

The set of taste sensations that includes sweet, sour, salty, bitter, and umami, each linked to specific receptors on the tongue.

Basilar Membrane

A key structure in the cochlea of the inner ear, responsible for converting sound vibrations into neural signals by moving in response to different frequencies.