Final answer:
Consultative selling is the correct answer because it involves the salesperson acting as an expert who helps recognize problems and offers customized solutions that create unique value for the customer.
Step-by-step explanation:
The sales technique in which the salesperson acts as an expert on problem recognition and resolution is known as consultative selling. In this approach, the salesperson works closely with the customer to understand their needs and challenges deeply. By employing this strategy, salespeople can offer personalized solutions that add unique value for the customer, often resulting in novel solutions that are tailored to the customer's specific situation. The emphasis is on the consultative nature of the interaction, where the salesperson provides expert advice and guidance rather than just trying to make a quick sale.
Consultative selling is contrasted with other sales approaches like adaptive selling, where the salesperson adapts their sales style based on the customer's behavior; suggestive selling, which involves suggesting additional purchases; and canned selling, which relies on a scripted pitch. The correct option for this question is consultative because it best describes the scenario of problem recognition and customized solution provision.