In an effort to sell to a new account, Sarah has spent considerable time learning about the customer's industry, as well as educating the buyer as to how her products compare to competitive offerings. This process has required making numerous sales visits with no immediate prospect of securing an order. Which selling approach is Sarah using?
A) trust-based selling
B) consultative selling
C) need satisfaction selling
D) mental states selling

Question

Quizplus · Accepted Answer

Sarah is practicing consultative selling, which involves extensive research and understanding of the customer's industry, as well as educating the buyer on how the products compare to competitors. This approach focuses on building a relationship with the customer and identifying their needs, rather than immediately pushing for a sale.

In an Effort to Sell to a New Account, Sarah