Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the _____ selling format.

Question

Quizplus · Accepted Answer

The description of the sales approach used by Davidson-Uphoff & Company indicates that they train their salespeople to ask probing questions to uncover the needs and wants of their retailers, and then tailor their sales presentation to meet those needs. This is characteristic of the need-satisfaction selling format. The other options (formula, stimulus-response, and creative) do not fit the sales approach described in the context.

Davidson-Uphoff & Company Sells Ironware Accessories for Home and Garden