Making a Selection Between Options or Courses of Action Is

question 11

Multiple Choice

Making a selection between options or courses of action is

• A) consumer information-gathering.
• B) making choices.
• C) retrieving information from short-term memory.
• D) retrieving information from long-term memory.
• E) decision making.

---

Definitions:

Need-satisfaction Selling

A sales technique that emphasizes understanding and meeting the specific needs of the client, often leading to tailored solutions.

Stimulus-response Presentation

A method used in various fields such as psychology and marketing to describe how a specific stimulus can lead to a particular response.

Consultative Selling

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

Formula Selling Presentation

A structured sales technique that follows a predetermined script or guidelines to present a product or service to potential customers.