Adaptive Selling Refers to

Adaptive selling refers to

A) a presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) a presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) a presentation format that consist of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) a selling format which assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) a need-satisfaction selling format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.