As a Salesperson Asks Questions About a Prospect's Transportation System

question 297

Multiple Choice

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in

• A) adaptive selling.
• B) suggestive selling.
• C) formula selling.
• D) consultative selling.
• E) relationship selling.

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Definitions:

Skills Shortage

A difficulty finding people with the right skills to fill vacant positions.

Human Resource

The department within an organization that deals with recruitment, management, and development of its employees.

Human Capital

The collective skills, knowledge, and expertise that individuals possess, which can be utilized to create economic value.

Economic Output

The total value of all goods and services produced by an economy over a specific time period.