Final answer:
The consultative approach requires salespeople to analyze the buyer's business and offer customized solutions based on their specific needs.
Step-by-step explanation:
In terms of the sales presentation, the consultative approach requires salespeople from the selling organization to analyze the buyer's business. This approach focuses on understanding the buyer's needs and tailoring the sales pitch accordingly.
For example, a salesperson using the consultative approach may gather information about the buyer's industry, challenges, and goals to offer customized solutions that address their specific needs.
This approach is commonly used in B2B (business-to-business) sales, where building relationships and providing value-added solutions are key.