What is the primary difference between the problem-solving selling approach and need satisfaction selling?
A) The problem-solving selling approach requires more time for generating alternative solutions to the problem identified.
B) The problem-solving selling approach requires more emphasis on the competitive advantages of the selling firm to establish credibility with prospective buyers.
C) The problem-solving selling approach requires more time for considering the full impact of the problem identified and how the proposed solution delivers significant customer value.
D) The problem-solving selling approach requires less time overall because the buyer's needs are already known.

Question

Quizplus · Accepted Answer

The primary difference between problem-solving selling and need satisfaction selling is the amount of time spent considering the problem and its impact on the customer. Problem-solving selling requires more time to analyze the problem and propose a solution that offers significant customer value, whereas need satisfaction selling assumes that the buyer's needs are already known and offers solutions that meet those needs. The other choices do not accurately describe the primary difference between these two selling approaches.

What Is the Primary Difference Between the Problem-Solving Selling Approach