"How large is your family?" and "How critical is gasoline mileage to you?" are examples of questions asked in the _____.

Question

Quizplus · Accepted Answer

These questions are asking for information to better understand the customer's needs and wants in order to tailor the sales pitch to their specific situation. This is a characteristic of the need-satisfaction approach. The canned sales presentation would be a pre-planned, scripted pitch that does not take into account individual customer needs. The order-taking approach would be a passive response to a customer's request without actively attempting to make a sale. The promotional money approach would focus on discounts and incentives rather than understanding the customer's needs.

"How Large Is Your Family?" and "How Critical Is Gasoline