A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:
A) Needs-satisfaction selling.
B) Consultative selling.
C) Alternative-solutions approach.
D) Stimulus-response selling.
E) Adaptable response method.

Question

Quizplus · Accepted Answer

The personal selling approach described in the question is known as consultative selling. This approach involves the salesperson working closely with the customer to understand their strategic goals and then using their expertise to recommend products or services that will help the customer achieve those goals. It is a customer-focused approach that emphasizes building a long-term relationship with the customer based on trust and mutual benefit. Needs-satisfaction selling is a similar approach that focuses on understanding and meeting the customer's needs, but it may not necessarily involve a strategic focus. Alternative-solutions approach, stimulus-response selling, and adaptable response method are not recognized personal selling approaches.

A Personal Selling Approach That Involves Helping Customers Reach Their