Question

With the ___________ approach, the customer and the salesperson work together to satisfy the customer's needs and solve the problem.

Option 1: Persuasive approach
Option 2: Consultative approach
Option 3: Problem-solving approach
Option 4: Transactional approach

Answer 1

With the Consultative approach, the customer and salesperson collaborate to address the customer's needs through strategy, solution, and significance, unlike more one-sided sales techniques.

Step-by-step explanation:

With the Consultative approach, the customer and the salesperson work together to satisfy the customer's needs and solve the problem. Unlike the persuasive or transactional approaches, which may be more one-sided and focused on closing a sale, the consultative approach is more collaborative and focuses on problem-solving. This approach aligns with the three stages of problem-solving mentioned: strategy, solution, and significance. In a consultative interaction, a salesperson listens to the customer's needs, suggests solutions, and helps the customer understand the significance of the purchase in addressing their problem or need.

For example, when a customer is interested in purchasing a new smartphone, a salesperson using the consultative approach would first inquire about the customer's usage patterns, preferences, budget, and desired features. They might then recommend a smartphone that matches these requirements and explain how various data plans and accessories like cases or warranties could provide additional value, without pressuring the customer into unnecessary purchases.