A Need-Satisfaction Presentation Format That Focuses on Problem Identification, Where

question 269

Multiple Choice

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

• A) adaptive selling.
• B) suggestive selling.
• C) formula selling.
• D) consultative selling.
• E) relationship selling.

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Definitions:

Projection

A psychological defense mechanism where an individual attributes their own unwanted thoughts, feelings, or motives to another person.

Single Out

To choose one individual or item from a group for special attention, often due to unique or notable characteristics.

Own Needs

Refers to the individual requirements or desires that drive personal motivation and behavior, including physiological, safety, love, esteem, and self-actualization needs.

Impression Management

The process by which individuals attempt to control the perceptions others have of them, often to appear more favorable or competent.