Unfortunately, the Needs-Satisfaction Approach Tends to Increase the Defensiveness of Some

question 72

True/False

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

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Definitions:

Internal Consensus

The agreement reached within an organization or group on a particular decision or issue.

Add Value

The process of enhancing a product or service before offering it to customers, increasing its value and appeal.

Online Reverse Auction

An auction where sellers bid to provide goods or services to a buyer, with prices typically decreasing over time.

Upfront Preparation

The initial set of activities and efforts undertaken before starting a project or process to ensure readiness and planning.