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:

Socially Charged

Topics or issues that are heavily laden with emotional implication and societal impact.

Outline View

A structured format or display of a document or presentation that shows the main points in a hierarchical order.

Coherence

The logical and orderly presentation of ideas in a text or speech, making it easy for the audience to understand the connection between them.

Revising Stage

The phase in the writing process where the writer makes significant changes to the content, structure, and organization of their work to improve coherence and impact.