Adaptive Selling Is a Presentation Format That

question 99

Multiple Choice

Adaptive selling is a presentation format that

• A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E) involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

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Definitions:

Total Fixed Costs

The sum of all costs that do not change with the level of output or activity within a certain period.

Cost-Volume-Profit Analysis

The examination of the relationships among selling prices, sales and production volume, costs, expenses, and profits.

Contribution Margin

The amount of revenue remaining after deducting variable costs, which contributes to covering fixed costs and generating profit.

Gross Profit

The financial metric indicating the difference between revenue and the cost of goods sold, showcasing how efficiently a company is producing or sourcing its products.