After beginning a sales presentation, Henriette realizes the prospect already knows much of what she is presenting. She decides to skip a large part of her presentation and moves to a comparison of her company's products to competing products. Henriette showed the _____________ selling skill.
A) Closing
B) Adaptive
C) Follow-up
D) Listening
E) Overcoming objections

Question

Quizplus · Accepted Answer

Henriette is exhibiting adaptive selling skills by recognizing the prospect's knowledge and adjusting her presentation accordingly.

After Beginning a Sales Presentation, Henriette Realizes the Prospect Already