Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" Once key ideas have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the ________ selling format.
A) need-satisfaction
B) formula
C) stimulus-response
D) creative
E) problem resolution

Question

Quizplus · Accepted Answer

The need-satisfaction selling format involves identifying the customer's needs through probing questions and then tailoring the sales presentation to address those specific needs, which is what Davidson-Uphoff's salespeople are trained to do.