A Need-Satisfaction Presentation Format That Involves Adjusting the Presentation to Fit

question 64

Multiple Choice

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

• A) relationship selling.
• B) adaptive selling.
• C) consultative selling.
• D) proactive selling.
• E) cooperative selling.

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Definitions:

Activity Cost Pools

Aggregations of all the overhead costs associated with a particular activity, used in activity-based costing.

Working On Engagements

This involves professionals being actively involved in projects or contracts with clients, often in consultancy or advisory capacities.

Business Development

The process of creating long-term value for an organization from customers, markets, and relationships.

Resource Consumption

The amount of resources, such as materials, energy, or time, used in the production of goods or services.