When Salespeople Alter Their Sales Messages and Behaviors During a Sales

question 12

Multiple Choice

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

• A) value-based selling
• B) stimulus response selling
• C) mental states selling
• D) adaptive selling
• E) the formula approach to selling

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Definitions:

Commercial Illegality

The state of being contrary to the laws governing commerce and business practices.

Commercial Impracticability

A doctrine in contracts law where a party may be relieved from performing under a contract, due to unforeseen and impractical hardships, not within the contemplation of the parties at the time of the contract’s formation.

Perfect Tender Rule

A principle in commercial law that requires the delivery of goods to be exactly as specified in the contract without any deviation.

Substantial Impairment

A significant reduction or weakening in strength, value, or quality of an asset or entity's ability to perform its intended function.