As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in
A) adaptive selling.
B) suggestive selling.
C) formula selling.
D) consultative selling.
E) relationship selling.

Question

Quizplus · Accepted Answer

Adaptive selling involves adjusting the sales approach based on the customer's needs and responses. The salesperson adapted by stopping the questioning and providing a price list that directly addressed the prospect's stated desire for reliable and low-cost transportation.

As a Salesperson Asks Questions About a Prospect's Transportation System