As a Salesperson Asks Questions About a Prospect's Transportation System

Multiple Choice

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in

A) adaptive selling.
B) suggestive selling.
C) formula selling.
D) consultative selling.
E) relationship selling.