Consultative Selling

question 56

Multiple Choice

Consultative selling:

• A)involves hiring sales experts or consultants to help an organization in its personal selling efforts.
• B)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C)is the activity involved in team selling.
• D)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

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Definitions:

Id And Ego

Psychoanalytic terms where the id represents primal desires and the ego the rational part of the psyche that mediates between these desires, reality, and moral standards.

Dorothea Dix

Dorothea Dix was a pioneering 19th-century activist who significantly improved the conditions for the mentally ill and played a key role in the creation of many mental health facilities in the United States.

Biomedical Explanations

Biomedical explanations provide a rationale for physical and psychological conditions based on biological factors, such as genetic predispositions, biochemical imbalances, and physiological abnormalities.

Mentally Disordered

A term referring to individuals who experience significant deviations from typical cognitive, emotional, or behavioral patterns, often requiring clinical intervention.