As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has engaged in:

As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has engaged in:

As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows that her company's paper is the lowest priced on the market. The salesperson has engaged in:



A.

adaptive selling.


B.

suggestive selling.


C.

formula selling.


D.

consultative selling.



Answer: A


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