Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as,"What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the __________ selling format.

Question

Quizplus · Accepted Answer

The sales approach described emphasizes uncovering needs and tailoring the sales presentation to meet those needs, which is consistent with the need-satisfaction selling format.

Davidson-Uphoff & Company Sells Ironware Accessories for Home and Garden