How Does Need Satisfaction Selling Differ from the Stimulus-Response and Mental

question 23

Multiple Choice

How does need satisfaction selling differ from the stimulus-response and mental states approaches to selling?

• A) Need satisfaction selling focuses on the salesperson and his or her product offerings.
• B) The salesperson utilizes statements, questions, and actions to elicit desired responses.
• C) The method focuses on the buyer and his or her needs.
• D) The salesperson uses persuasion much earlier in the interaction.

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Definitions:

External to the Culture

Pertains to influences, individuals, or practices that originate from outside a specific culture or society.

Cultural Group

A collection of individuals who share common cultural symbols, traditions, languages, or beliefs that distinguish them from other groups.

Relational Orientation

A person's tendency or preference in how they interact with and relate to others, focusing on the importance of interpersonal relationships.

Ethos

A dimension of culture that refers to the basic values, assumptions, and beliefs that are held within a cultural group and that guide social interactions.