Adaptive Selling Refers to

question 97

Multiple Choice

Adaptive selling refers to

• A)a presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)a presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C)a presentation format that consist of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D)a selling format which assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E)a need-satisfaction selling format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

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Definitions:

Americans with Disabilities Act

A civil rights law that prohibits discrimination against individuals with disabilities in all areas of public life, including jobs, schools, transportation, and all public and private places that are open to the general public.

Major Life Activity

Major life activity refers to actions considered essential for daily living, such as walking, eating, and sleeping, often discussed in the context of disability rights.

Disparate Treatment

Unequal behavior towards an individual or group based on protected characteristics, leading to discrimination.

Shopping Mall

A large retail complex containing various stores, restaurants, and often entertainment facilities, designed for consumers to shop at multiple outlets in one location.