Using consultative selling techniques,Riccardo identifies his customer's needs through:
A)efficient use of expense accounts.
B)marketing research.
C)conversation with support staff.
D)two-way communications.
E)complex questioning strategies.

Question

Quizplus · Accepted Answer

Consultative selling involves a two-way communication process where the seller identifies the customer's needs through active listening and asking questions. Therefore, the most suitable choice is D, two-way communications. A, B, and C may be helpful in gathering information about the customer, but they do not necessarily involve the type of dialogue required for consultative selling. E, complex questioning strategies, may be a part of the consultative selling process, but it is not the only or most important aspect of it.

Using Consultative Selling Techniques,Riccardo Identifies His Customer's Needs Through