A Need-Satisfaction Presentation Is a Format That

question 72

Multiple Choice

A need-satisfaction presentation is a format that

• A) uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
• B) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• C) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• D) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• E) builds ties to customers based on a salesperson's attention and commitment to customer needs.

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Definitions:

Highly Context Dependent

This term refers to phenomena or behaviors that vary significantly according to the specific circumstances or context in which they occur, implying that outcomes are not fixed but change with the situation.

Minimal

Pertaining to the least possible amount, degree, or size; often used to describe interventions or changes that are very small but still significant.

Speech Accommodation Theory

Modification of speech style to the context (e.g., listener, situation) of a face-to-face interindividual conversation.

Convergence and Divergence

In communication, convergence refers to adapting one's speech style to match others, while divergence is altering it to differentiate oneself.