Consultative Selling Is a Presentation Format That

question 260

Multiple Choice

Consultative 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:

Numerous

Existing in large numbers or quantities; very many.

Various

Describing a group composed of many different elements or individuals.

Disconfirming Instances

Disconfirming instances are examples or cases that contradict a hypothesis or theory, providing evidence against its accuracy or generalizability.

Confirming Instances

Examples or occurrences that support a theory or a hypothesis.