Mktg 3410 ch 5 8 - Study guides, Class notes & Summaries

MKTG 3410- CH 5-8Adaptive Selling / Why is it important for Sales Success? - correct answer Changing sale behavior according to the selling situation; illustrated by customized presentation; emphasizes the importance of satisfying customer needs; being adaptable: increases buyer trust and commitment and results in higher sales performance Differences between standard memorized presentations and customized presentations? - correct answer SMP: are completely memorized sales talks. they provide ...