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Question
Recognizing the variation in selling situations, sales professionals practice _______ in which they modify the sales approach, alter their communication style, modify message content, and change their call strategy.a. adaptive selling
b. transactional selling
c. consultative selling
d. enterprise selling
Answer
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Related questions
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Discuss and give two examples of developments in buying.
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Prospecting is often called the art of creating, extracting, and delivering customer value and communicating the value created in a timely manner.
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a. implied
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With _______, the sales representative becomes a long-term, trusted, and value-adding resource for a customer firm by gaining an in-depth understanding of its operations and by contributing analytical expertise to resolve pressing problems.
a. adaptive selling
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a. community
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a. community
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The goal of _______ captures the total expenditures required to deliver the intended total customer experience to targeted segments and customers. Perhaps the principal reason that supplier firms turn to indirect channels is the desire to dramatically reduce distribution costs.
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a. development speed
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Allocation skills refer to a manager's expertise in budgeting time, people, and money.
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a. brand equity
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_______ for a firm identifies which brand elements a firm chooses to apply across the various products it sells." In business markets, the most significant aspect of branding strategy is deciding on the brand hierarchy to pursue.
a. brand equity
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a. brand equity
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