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Which of the five personal selling approaches involves the highest level of adaptive selling?

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Which of the five personal selling approaches involves the highest level of adaptive selling? New customers may be turned over to account-servicing salespeople referred to as Question options: order-getters. order-takers. pioneers. hunters. Question 2 Which of the five personal selling approaches involves the highest level of adaptive selling? Question options: Stimulus response Need satisfaction Consultative selling Mental states Question 3 Which of the following is not one of the steps of the ADAPT questioning methodology? Question options: Assess the buyer’s situation. Discover the buyer’s needs. Activate the buying process. Transition to the close. Question 4 Salespeople who focus on gaining new customers are sometimes referred to as Question options: hunters. farmers. missionary salespeople. detailers. Question 5 Key presentation skills include all of the following except Question options: explaining the features and benefits of the product. demonstrating the product. producing additional information to reinforce claims made. using audiovisual sales aides. Question 6 Which of the following personal selling approaches focuses most on the buyer’s needs and strategic priorities? Question options: Stimulus response Need satisfaction Mental states Consultative selling Question 7 _______ is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization. Question options: Need satisfaction selling Stimulus response selling Contingency selling Consultative selling Question 8 _______ are salespeople who support the sales effort by providing information and performing other supplemental services. Question options: Hunters Pioneers Order-takers Missionary salespeople Question 9 ________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process. Question options: Stimulus response selling Mental states selling Need satisfaction selling Problem-solving selling Question 10 Which one of the following is not a stage in the SPIN selling technique? Question options: Investigate the customer’s situation. Determine the customer’s problem. Discuss implications of the problem if it is left unattended. Follow up the sale with additional product offerings.

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