Consultative Selling Emphasizes Need Identification,which the Salesperson Achieves By

question 18

Multiple Choice

Consultative selling emphasizes need identification,which the salesperson achieves by:

• A)leading with the benefits of the product or service,not the features
• B)giving a professional sales presentation that engages multiple modalities
• C)mirroring the client's speech and body language to establish rapport
• D)carefully labeling all the steps to install and use the product
• E)asking the client questions and listening carefully to the answers

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Definitions:

Opportunity Cost

The worth of the best option that was given up to make a choice.

Leisure

Free time when one is not working or occupied; time available for ease, relaxation, and activities one enjoys.

Substitution Effect

Changes in what consumers purchase, brought about by alterations in the relative costs of goods, persuading consumers to opt for alternatives over their usual choices.

Income Effect

The correlation between income changes in an economy or for individuals and their effect on the quantity of goods and services demanded.