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

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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