"Scrambled Merchandising" Refers to the Practice of Conventional Retailers Handling

question 65

True/False

"Scrambled merchandising" refers to the practice of conventional retailers handling many products within a limited-line, even though many of these products have to be sold at a low profit.

---

Definitions:

Adaptive Selling

A need-satisfaction presentation 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.

Objections

Concerns or arguments raised by a customer or client against a product or service being sold.

Rationalizations

The process of providing reasonable explanations or justifications for decisions, actions, or beliefs, often in retrospect.

Need-satisfaction Presentation

A sales technique where the salesperson focuses on identifying and meeting the needs of the customer as a way to persuade them to purchase a product or service.