EDS often must conduct a six month or longer indepth investigation of a company's information needs before presenting a proposal to address the customer's needs. EDS' sales force most likely utilizes which selling model?
A) standardized selling model.
B) stimulus-response selling model.
C) need-satisfaction selling model.
D) problem-solution selling model.
E) both c and d above.

Question

Quizplus · Accepted Answer

The problem-solution selling model involves conducting an in-depth investigation of a customer's needs before presenting a proposal to address those needs. This approach is appropriate when dealing with complex or unique solutions, which is likely the case for EDS given the length of their investigations. Standardized, stimulus-response, and need-satisfaction selling models are more appropriate for simpler products or services.

EDS Often Must Conduct a Six Month or Longer Indepth