The Practice of Introducing a Higher-End Product Solution Than the One

question 223

Multiple Choice

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

• A) adaptive selling.
• B) cross-selling.
• C) formula selling.
• D) upselling.
• E) relationship selling.

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Definitions:

Autonomous Motivation

Refers to the intrinsic drive to undertake an activity out of genuine interest or personal value, rather than external pressure or reward.

Psychological Needs

Fundamental human requirements for mental well-being, such as autonomy, competence, and relatedness.

Autonomous Motivation

The drive to engage in an activity out of genuine interest or personal value rather than external pressure.

Cultures

The collective norms, values, beliefs, and attitudes that characterize an organization or society and influence behaviors of individuals within it.