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

Question

Quizplus · Accepted Answer

Adaptive selling is a sales approach that entails tailoring the sales pitch to fulfill the specific needs of the customer. Therefore, it requires a thorough understanding of the customer and sales situation, making option D the correct answer. Personal selling refers to one-on-one sales pitches, team selling is a collaborative sales approach, formula selling involves using scripted sales presentations, and missionary selling involves creating demand for a product in a market where it is unknown. While knowledge of the customer and sales situation are also essential in these selling methods, adaptive selling is the one that explicitly emphasizes it.

Sales Research and Practice Show That Knowledge of the Customer