How does need satisfaction selling differ from the stimulus-response and mental states approaches to selling?
A) Need satisfaction selling focuses on the salesperson and his or her product offerings.
B) The salesperson utilizes statements, questions, and actions to elicit desired responses.
C) The method focuses on the buyer and his or her needs.
D) The salesperson uses persuasion much earlier in the interaction.

Question

Quizplus · Accepted Answer

Need satisfaction selling differs from stimulus-response and mental states approaches to selling in that it focuses on the buyer and his or her needs. In need satisfaction selling, the salesperson works to understand the buyer's needs and tailors their selling approach and product offerings accordingly. This differs from stimulus-response selling, which relies on the salesperson using statements, questions, and actions to elicit desired responses, and mental states selling, which focuses on understanding and influencing the buyer's mindset during the sales interaction. Need satisfaction selling also tends to use persuasion later in the interaction, once the buyer's needs have been understood and addressed.

How Does Need Satisfaction Selling Differ from the Stimulus-Response and Mental