A sales representative for Xerox always begins her sales presentation by conducting an interview with the potential customer. She asks several multiple-choice questions that are designed to pinpoint the needs of the customer for various features of a new copying machine. At the end of the interview, the salesperson takes a moment to summarize the results in a profile of the customer and his/her needs. She then matches the needs to a specific model in the Xerox line of copiers, and shows how the Xerox model compares to other competing models. This sales representative is engaged in:
a. A consultative selling approach.
b. A prepared sales presentation.
c. A selling formula approach.
d. A telemarketing approach.
e. A prospecting approach.
Answer: a. A consultative selling approach