Personal Selling Process Photo B
-a salesperson asks questions about a prospect's transportation system,the prospect says,"What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market.The salesperson has engaged in __________ selling.

Question

Quizplus · Accepted Answer

The salesperson is engaging in adaptive selling, which involves adjusting the sales approach based on the prospect's needs and responses. Here, the salesperson adapts by providing a price list that directly addresses the prospect's stated desire for reliable and low-cost transportation.