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:

Question

Quizplus · Accepted Answer

The sales representative is using a consultative selling approach, where she conducts a thorough interview with the potential customer to understand their needs and then matches those needs to a specific model in the Xerox line of copiers. This approach is focused on building a relationship with the customer and providing personalized solutions to their needs.

A Sales Representative for Xerox Always Begins Her Sales Presentation