Consultative Selling Is a Presentation Format That

Multiple Choice

Consultative selling is a presentation format that

A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.