A Selling Format That Emphasizes Probing and Listening by Salespeople

question 199

Multiple Choice

A selling format that emphasizes probing and listening by salespeople to identify what prospective buyers are interested in, want, and need is referred to as a __________.

• A)formula selling presentation
• B)stimulus-response presentation
• C)need-satisfaction presentation
• D)modified rebuy presentation
• E)straight rebuy presentation

---

Definitions:

Penetration Pricing

A strategy where businesses set a low price for a new product or service to attract customers and gain market share quickly, intending to raise prices later.

Penetration Pricing

A marketing strategy where a company introduces a product at a low price to gain market share, then gradually increases the price.

Market Share

The portion of a market controlled by a particular company, product, or brand, typically expressed as a percentage of total sales in the industry.