The Problem-Solution Sales Approach

question 126

Multiple Choice

The problem-solution sales approach:

• A) strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs
• B) requires the two organizations to develop a common mission
• C) requires employees from the selling organization to analyze the buyer's business
• D) uses specific statements (stimuli) to elicit specific responses from customers

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Definitions:

Primary Growth

Of plants, lengthening of young shoots and roots; originates at apical meristems.

Secondary Growth

Of plants, thickening of older stems and roots; originates at lateral meristems.

Temperate Zone

A climate zone lying between the tropical and polar zones, characterized by moderate temperatures.

Protective Covering

A material or structure that provides defense against external environmental hazards.