The Practice of Introducing a Higher-End Product Solution Than the One

question 223

Multiple Choice

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

• A) adaptive selling.
• B) cross-selling.
• C) formula selling.
• D) upselling.
• E) relationship selling.

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Definitions:

Anecdotal Information

Informal accounts or personal observations used as evidence but not scientifically proven.

Assessment Instruments

Tools and methods used to evaluate or measure specific traits, abilities, or knowledge in individuals.

Observation

The active acquisition of information from a primary source using the senses or instruments that extend the senses.

Rank Order

A method of arranging data or items in a sequence based on their value or magnitude, from highest to lowest or vice versa.