Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:
A)Hard-selling.
B)Adaptive selling.
C)Repeat purchase selling.
D)Selling center adjustment.

Question

Quizplus · Accepted Answer

Fiona is engaging in adaptive selling by customizing her presentation to suit the knowledge level of the customer. Hard-selling involves using high-pressure tactics to make a sale, repeat purchase selling focuses on selling to existing customers, and selling center adjustment involves adjusting sales tactics based on the characteristics of the sales center (e.g. geographic location or customer demographics).

Fiona Has a Canned Sales Presentation But,realizing This Particular Customer