Selling Format That Emphasizes Probing and Listening by the Salesperson

question 267

Multiple Choice

selling format that emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyers is referred to as a __________ presentation.

• A) need-satisfaction
• B) formula selling
• C) stimulus-response
• D) relationship selling
• E) marketing concept

---

Definitions:

Formal Reasoning

The process of thinking in a logical and systematic manner, often associated with problem-solving and decision-making in structured contexts.

Restructuring

The act of changing the organization, operation, or structure of something to improve efficiency or outcome.

Mental Sets

A tendency to approach a problem in the same way that has worked in the past, which may make it harder to solve a problem.

Dunker Candle Task

A classic experiment in problem-solving that tests an individual's ability to overcome functional fixedness to solve a task with given objects.