Adjusting the Presentation to the Selling Situation, Such as Knowing

question 191

Multiple Choice

Adjusting the presentation to the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as:

• A)Adaptive selling
• B)Consultative selling
• C)Suggestive selling
• D)Relationship selling

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Definitions:

Core Values

Fundamental beliefs or guiding principles that dictate the behavior and action of an organization or individual.

Socialization Process

The process by which individuals learn and adopt the norms, values, behaviors, and social skills appropriate to their society.

Code of Ethics

A set of principles and rules used by individuals or organizations to govern their decision-making and guide their behaviors in a professional context.

American Marketing Association

A professional association for marketing professionals involved in the practice, teaching, and study of marketing worldwide.