A Selling Format That Emphasizes Probing and Listening by the Salesperson

question 251

Multiple Choice

A selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers is referred to as a

• A)need-satisfaction presentation.
• B)formula selling presentation.
• C)stimulus-response presentation.
• D)relationship selling presentation.
• E)marketing concept presentation.

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Definitions:

Family Meetings

Planned gatherings of family members to discuss issues of importance to the family, make decisions, and improve communication and relationships.

Household Rules

Guidelines set by individuals or families to manage behavior and responsibilities within the home environment.

Insecure Attachment

A type of emotional bond formed in early childhood that can lead to difficulties in relationships due to lack of confidence in the availability of close others.

Egocentrism

In developmental psychology, a cognitive characteristic where an individual is unable to differentiate between their own perspective and that of another person, often seen in young children.