As a salesperson asks questions about a prospect's office operations,the prospect asks,"What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market.The salesperson has engaged in:

Question

Quizplus · Accepted Answer

The salesperson adjusted their approach based on the prospect's expressed needs, which is characteristic of adaptive selling.

As a Salesperson Asks Questions About a Prospect's Office Operations,the