A Need-Satisfaction Presentation Format That Focuses on Problem Identification, Where

question 269

Multiple Choice

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

• A) adaptive selling.
• B) suggestive selling.
• C) formula selling.
• D) consultative selling.
• E) relationship selling.

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Definitions:

Symptoms

The physical or mental features that are regarded as indicating a condition or disease, often experienced by the individual affected.

Death Anxiety

The fear or apprehension associated with the thought of dying or the process of death, often leading to significant distress.

Sister

A female sibling or a woman regarded as a sister in a non-biological sense, such as a close female friend.

Brother

A male sibling with whom one shares one or both parents.