A selling format that emphasizes probing and listening by salespeople to identify what prospective buyers are interested in, want, and need is referred to as a __________.

Question

Quizplus · Accepted Answer

The selling format described in the statement is a need-satisfaction presentation, which seeks to understand the buyer's needs, interests, and preferences through active listening and probing. This approach enables salespeople to tailor their presentations to meet the specific needs of each customer and provide unique solutions that address their concerns. Formula selling presentation, stimulus-response presentation, modified rebuy presentation, and straight rebuy presentation are all different selling formats that focus on specific aspects of the sales process, such as memorizing a script, providing immediate responses, and dealing with repeat customers. None of these options fully capture the emphasis on inquiry and understanding described in the question.

A Selling Format That Emphasizes Probing and Listening by Salespeople