Some sales reps try to get a prospect to do most of the talking at first—to help pinpoint the potential customer's needs. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This type of sales presentation uses the:
A. selling formula approach.
B. target market presentation.
C. consultative selling approach.
D. prepared sales presentation.
E. None of the above.
Answer: C. consultative selling approach.
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Marketing
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