The stimulus-response sales approach:
A) strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs
B) requires the two organizations to develop a common mission
C) requires employees from the selling organization to analyze the buyer's business
D) uses specific statements (stimuli) to elicit specific responses from customers

Question

Quizplus · Accepted Answer

The stimulus-response sales approach uses specific statements or stimuli to elicit specific responses from customers. This approach aims to engage customers in a dialogue and use their responses to further the sales process. It is a straightforward approach that focuses on the customer's immediate needs and responses, rather than analyzing their business or developing a common mission.

The Stimulus-Response Sales Approach