When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.
A) value-based selling
B) stimulus response selling
C) mental states selling
D) adaptive selling
E) the formula approach to selling

Question

Quizplus · Accepted Answer

Adaptive selling involves adjusting sales techniques based on the situation and the customer's needs, which is exactly what is described in the question.

When Salespeople Alter Their Sales Messages and Behaviors During a Sales