Consultative Selling Refers to

question 139

Multiple Choice

Consultative 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 need-satisfaction 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:

Terminal Bud

The primary area of growth in most plants, typically found at the tip of a stem where it can give rise to new tissue and extend the length of the stem.

Vascular Tissue

The system of tubes in plants that conducts water, minerals, and nutrients.

Phloem

In plants, the network of tissues responsible for carrying sugars and metabolic outputs from the leaves to the lower parts.

Tunicate

Invertebrate chordate that loses most of its defining chordate traits during the transition to adulthood.