The Stimulus-Response Sales Approach

question 169

Multiple Choice

The stimulus-response 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 to elicit specific responses from customers.

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Definitions:

Behavior

The way in which one acts or conducts oneself, especially towards others.

Deliberate System

A cognitive system that is rational, slow, and analytical, often contrasted with automatic or instinctual systems.

Quick Feelings

Immediate emotional responses that arise spontaneously from perceptions or thoughts, without deliberate reasoning.

Automatic System

A cognitive processing system that operates quickly, with little or no conscious effort, often in response to environmental stimuli.