Asked by Juliana Gallego on May 04, 2024
Verified
Describe the need-satisfaction presentation format. In the answer, include the two selling styles that are common with this format.
Need-Satisfaction
A marketing approach that focuses on identifying and meeting the needs of consumers to achieve satisfaction and loyalty.
Presentation Format
The way in which information is organized and displayed for an audience, which can include slideshows, demonstrations, or lectures.
Selling Styles
Different approaches or techniques used by salespeople to persuade potential customers to buy a product or service.
- Understand the distinctions among different formats of sales presentations.
- Determine the essential elements for executing presentations that effectively satisfy needs.
Verified Answer
(2) Consultative selling focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution. With consultative selling, problem solution options are not simply a matter of choosing from an array of existing products or services. Rather, novel solutions often arise, thereby creating unique value for the customer. Consultative selling is prominent in business-to-business marketing.
Learning Objectives
- Understand the distinctions among different formats of sales presentations.
- Determine the essential elements for executing presentations that effectively satisfy needs.
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