Consultative Selling

question 93

Multiple Choice

Consultative selling:

• A)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• B)involves hiring sales experts or consultants to help an organization in its personal selling efforts.
• C)is the activity involved in team selling.
• D)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

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Definitions:

Perpetual Inventory System

An inventory management system that continuously updates the quantity and value of inventory on hand and sold.

Merchandise Inventory Account

An account that tracks the cost of goods available for sale to customers during an accounting period.

Service Businesses

Companies that earn revenue primarily through providing intangible products, such as services or expertise, rather than selling physical goods.

Merchandising Business

A type of business that purchases products from other businesses and sells them to customers.