Question

Tony works as a salesperson at Franklin Delights, a company that specializes in labor-saving kitchen appliances. When Tony gives a presentation to the owner of a small but popular diner, he actually demonstrates how swiftly one can chop, slice, or grate vegetables and fruits using his company's product. However, when selling the same product to a luxury hotel, he informs the hotel manager about his existing client base. This ability to vary his sales presentation indicates that Tony is practicing ________ selling.

A. adaptive
B. reactive
C. outlined fixed
D. methodological

Answer 1

Answer: adaptive selling

Explanation: In simple words, adaptive selling refers to the ability under which an employee changes his or her behavior with the change in the status of the clients.

Under such style of selling, the salesman performing highly focus on the type of customer, the situation in which sales is made and the feedback received and tailors his or her approach to sales accordingly.

In the given case, Tony is stating different facts regarding the product for different customers. Hence we can conclude that he is doing adaptive selling.