When selling highly complex or technical products,such as industrial equipment or accounting systems,salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation would such a selling situation require?
A) Technical-selling
B) Persuasive selling
C) Stimulus response
D) Need-satisfaction
E) Problem-solution

Question

Quizplus · Accepted Answer

The problem-solution presentation is a flexible, customized approach involving an in-depth study of a prospect's needs, and it requires a well-planned presentation. The method is best for complex products such as industrial equipment or accounting systems.

When Selling Highly Complex or Technical Products,such as Industrial Equipment