At a prospecting meeting,Mike,the salesperson,listens to Amy discuss what she is looking for in a new car.Mike is likely using which approach before describing the features of a new car?

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Mike is likely using the need-satisfaction presentation approach, which involves listening to the customer's needs, preferences, and goals before presenting a product's features and benefits that meet those specific needs. By listening to Amy's discussion about what she is looking for in a new car, Mike can tailor his presentation to highlight the features that will meet her needs and satisfy her requirements. The formula selling presentation and stimulus-response presentation approaches are more focused on using a scripted approach or specific techniques to elicit a favorable response from the customer, rather than focusing on understanding their needs. The modified rebuy presentation approach is more relevant in situations where the customer is already familiar with the product or service and is looking to make modifications or upgrades.

At a Prospecting Meeting,Mike,the Salesperson,listens to Amy Discuss What She