When Tony sells his company's line of wind chimes to Tom King, the owner of King's Nursery, he carries one with him and illustrates its melodious sound to the customer. When Tony sells his company's line of wind chimes to Milt Pressley, the owner of Franklin Hardware, he shows Pressley the sales projections for next year. This ability to vary his sales presentation indicates that Tony is using ______ selling.

Question

Quizplus · Accepted Answer

Tony's ability to vary his sales presentation based on the needs and interests of different customers indicates that he is using adaptive selling, which involves adjusting the sales approach to fit the customer's unique situation. This approach can help build stronger relationships and increase the chances of making a sale.

When Tony Sells His Company's Line of Wind Chimes to Tom