A Need-Satisfaction Presentation Format That Involves Adjusting the Presentation to Fit

question 64

Multiple Choice

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

• A) relationship selling.
• B) adaptive selling.
• C) consultative selling.
• D) proactive selling.
• E) cooperative selling.

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Definitions:

Statistical Testing

A mathematical procedure to determine if there is a significant difference between groups or conditions in a study.

Convergent Validation

A method in research where different approaches are used to collect data on the same subject, enhancing the reliability of the findings.

Lines of Sight

In management or design, the clear visual or conceptual path for workflow, communication, or strategic alignment.

Triangulation

The use of multiple methods or data sources in research to improve the accuracy and validity of results by cross-verifying findings.