Final answer:
Adaptive selling is a sales technique where a salesperson adjusts their presentation to suit different selling situations, which involves listening to and assessing customer needs to tailor their sales strategy.
Step-by-step explanation:
Adjusting one's presentation to fit different selling situations, such as knowing when to offer solutions and when to ask for more information, is known as adaptive selling. This sales technique is crucial for effectively responding to customer needs and building long-term relationships.
Rather than using a standard sales pitch, adaptive selling requires the salesperson to listen to the customer, assess their unique needs, and adjust their sales strategy accordingly. Examples of adaptive selling include altering communication style based on customer personality, changing the product offer based on customer needs or modifying the sales approach based on customer reactions and feedback.