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

Consultative selling approach involves developing a good understanding of the individual customer's needs. The salesperson asks questions and listens carefully to understand the customer's needs. Once they agree on needs, the seller tries to show the customer how the product fills those needs.

A Sales Representative for Xerox Always Begins Her Sales Presentation