Question

Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This type of sales presentation uses the ________.

a. selling formula approach
b. target market presentation
c. consultative selling appraoch
d. prepared sales presentation
e. motivational marketing

Answer 1

The sales presentation described in the question uses the consultative selling approach, where the sales rep focuses on understanding the customer's needs and guiding them towards recognizing how the product meets those needs.

Step-by-step explanation:

The sales presentation described in the question uses the consultative selling approach. This approach focuses on understanding the customer's needs through active listening and then guiding the customer towards recognizing how the seller's product or service can meet those needs. The sales rep initially allows the prospect to do most of the talking to gather information, and then enters the discussion to help the customer understand their own needs and how the product can satisfy those needs.