After creating sales call objectives during the preapproach,salespeople often alter their initial plans during the face-to-face meeting with the customer.This is:
A)always a mistake.
B)known as adaptive selling.
C)the process of identifying leads.
D)why a canned sales talk is preferred.
E)Both A and D are correct.

Question

Quizplus · Accepted Answer

Adaptive selling is the process of adjusting the sales approach based on the customer's needs and behavior. Salespeople may need to alter their initial plans during the face-to-face meeting to better meet the customer's needs and achieve their sales objectives. This is not always a mistake, and a canned sales talk may not be effective in all situations. Identifying leads is a separate process from altering sales call objectives during the face-to-face meeting.

After Creating Sales Call Objectives During the Preapproach,salespeople Often Alter