A Need-Satisfaction Presentation Is a Format That

question 72

Multiple Choice

A need-satisfaction presentation is a format that

• A) uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
• B) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• C) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• D) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• E) builds ties to customers based on a salesperson's attention and commitment to customer needs.

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Definitions:

Protection Motivation Theory

A psychological theory that explains how individuals are motivated to protect themselves from harmful events through threat appraisal and coping appraisal processes.

Theory Of Planned Behaviour

The Theory of Planned Behaviour is a psychological theory that links beliefs and behavior, suggesting that an individual’s behavior is driven by their intentions, attitudes, subjective norms, and perceived control over the behavior.

Theory Of Reasoned Action

A psychological model asserting that an individual's intention to engage in a behavior is a primary determinant of that action, influenced by attitudes towards the behavior and subjective norms.

Predict A Person's Behaviour

The process of forecasting an individual's actions based on observations, patterns, or knowledge about their past behavior or predispositions.