Consultative Selling Refers to a Presentation Format That

question 290

Multiple Choice

Consultative selling refers to a presentation format that

• A)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C)consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D)assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E)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:

General Mills

An American multinational manufacturer and marketer of branded consumer foods sold through retail stores.

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A business approach aimed at reducing risk, protecting market share, or countering competitive threats, typically through measures like cost-cutting, innovation, or partnerships.

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Expanding a company's range of products or markets to reduce risk and increase potential for growth.

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Items that have been recently introduced to the market, offering novel features or benefits to consumers.