13 Jan Adaptive selling

Quiz 1

Question 1 Match the concept with its definition.

Question

Customer value

The importance customers place on products that solve their problems

Sales productivity

Includes the costs associated with generating sales and serving customers and emphasizes producing more sales for a given level of costs

Sales manager

Individual who works with the systems and processes and interacts with the people involved in making a sales organization successful

Personal selling

Involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships

Transactional selling

Focusing on maximizing the outcomes of individual transactions rather than on longer-terms relationships with customers

Trust-based relationship selling

Involves initiating, developing, and enhancing long-term customer relationships by earning customer trust

Adaptive selling

The ability of a salesperson to alter their sales messages and behaviors during a sales presentation

Mental states selling

An approach that assumes that the buying process for most buyers is essentially identical and that buyers can be led through steps in the buying process

Problem-solving selling

An extension of need satisfaction selling that develops alternative solutions for satisfying needs

Consultative selling

The process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization