A Sales Representative for Xerox Always Begins Her Sales Presentation

A sales representative for Xerox always begins her sales presentation by conducting an interview with the potential customer.She asks several multiple-choice questions that are designed to pinpoint the needs of the customer for various features of a new copying machine.At the end of the interview,the salesperson takes a moment to summarize the results in a profile of the customer and his/her needs.She then matches the needs to a specific model in the Xerox line of copiers,and shows how the Xerox model compares to other competing models.This sales representative is engaged in a

A) consultative selling approach.
B) prepared sales presentation.
C) selling formula approach.
D) telemarketing approach.
E) prospecting approach.