Which personal selling approach involves helping customers to reach their strategic goals by using the products, services, and expertise of the sales organization?
A) need satisfaction selling
B) consultative selling
C) an alternative-solutions approach
D) stimulus-response selling

Question

Quizplus · Accepted Answer

Consultative selling involves identifying the customer's needs and helping them to reach their strategic goals by using the products, services, and expertise of the sales organization. This approach focuses on building long-term relationships with customers and providing customized solutions to their needs. Alternative-solutions approach also focuses on providing customized solutions, but it does not necessarily involve helping customers to reach their strategic goals. Need satisfaction selling involves identifying the customer's needs and offering a solution that satisfies those needs. Stimulus-response selling involves using certain stimuli to elicit a desired response from the customer, without necessarily focusing on their needs or goals.

Which Personal Selling Approach Involves Helping Customers to Reach Their