Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

Question

Quizplus · Accepted Answer

Adaptive selling involves adjusting the sales approach to fit the specific needs and situation of the customer. Knowledge of the customer and sales situation is essential for effective adaptive selling. The other options (personal selling, team selling, formula selling, and missionary selling) may also benefit from knowledge of the customer and sales situation, but they do not rely on it as heavily as adaptive selling does.

Sales Research and Practice Show That Knowledge of the Customer