Consultative selling is most appropriate in a situation in which:
A)the salesperson has the ability to discount the price of the product without a manager's approval
B)the salesperson has enough experience in the industry to understand the buyer's situation
C)the buyer is prepared to place a bulk order
D)the buyer has less money to purchase than the list price of the product
E)the buyer needs a simple product to fit a straightforward need

Question

Quizplus · Accepted Answer

Consultative selling involves understanding the buyer's needs and offering solutions that meet those needs. Therefore, having experience in the industry and understanding the buyer's situation is crucial in this approach. The other options (discounting price, bulk orders, budget constraints, simple products) do not necessarily require consultative selling.

Consultative Selling Is Most Appropriate in a Situation in Which