A Need-Satisfaction Presentation Format That Focuses on Problem Identification, Where

question 269

Multiple Choice

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

• A) adaptive selling.
• B) suggestive selling.
• C) formula selling.
• D) consultative selling.
• E) relationship selling.

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Definitions:

Direct Materials Cost

The cost of raw materials directly used in the production of products or services.

Sales

Revenue generated from the sale of goods or services.

Desired Profit

The target earnings a company aims for in a specific period as part of its financial and strategic planning.

Unit Variable Cost

The cost associated with producing one additional unit of a product, excluding fixed costs.