When Tony sells his company's line of labor-saving kitchen appliances to Tom King,the owner of Tom's Chinese Delights-a small but popular diner-he carries a few samples with him and demonstrates how swiftly one can chop,slice,or grate vegetables and fruits using his product.When Tony sells the same product to Franklin Towers-a luxury hotel-he shows its managers a list of other highly reputed hotels that already use his line of kitchen appliances.This ability to vary his sales presentation indicates that Tony is practicing _____ selling.

Question

Quizplus · Accepted Answer

Tony's ability to adapt his sales presentation based on the needs and preferences of his audience indicates that he is practicing adaptive selling. He tailors his presentation to showcase the benefits of his product that are most relevant and appealing to each potential customer.

When Tony Sells His Company's Line of Labor-Saving Kitchen Appliances