As a Salesperson Asks Questions About a Prospect's Office Operations

question 206

Multiple Choice

As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has
Engaged in:

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

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Definitions:

Regulates

To control or maintain the rate or speed of a machine or process so that it operates properly.

Bioecological Theory

A theory that emphasizes the importance of multiple levels of environmental influence on individual development, originally proposed by Urie Bronfenbrenner.

Concentric Circles

Concentric circles are circles with a common center, where each circle has a different radius from the others, creating a pattern of nested circles.

Bioecological Theory

A framework for understanding human development that considers the complex interactions between individuals and their varying environments, proposed by Urie Bronfenbrenner.