Consultative Selling Is a Presentation Format That

question 260

Multiple Choice

Consultative selling is a presentation format that

• A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E) involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

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Definitions:

Just World Hypothesis

The belief that the world is fundamentally fair, leading individuals to rationalize an unjust situation as having been deserved by the victim.

Fundamental Attribution Error

The inclination to place undue importance on individual traits while overlooking the influence of environmental contexts when evaluating the actions of others.

Conditioned Taste Aversions

A learned association between a specific taste and illness or discomfort, leading to an aversion of that taste in the future.

Systematic Desensitization

A behavioral therapy technique used to reduce phobic disorders by gradually exposing the subject to the anxiety source or its context without any danger, in order to overcome the anxiety.