The salesperson utilizes questioning, probing tactics to uncover important buyer needs. ( Log Out /  Mercuri India teaches how every sales person can improve their problem solving skillsin order to perform successful selling. In consultative selling, salespeople fulfill three primary roles: The salesperson waits until relevant needs have been established before discussing product offerings. See 1-5: Alternative Personal Selling ApproachesAlternative Personal Selling Approaches Authorised by: Chief Marketing Officer, Strategic Marketing and Communications. This usually calls for involving other individuals in the sales organization. ABN 12 377 614 012 Accessibility - Disclaimer and copyright - Website terms and conditions - Data Protection and Privacy Procedure - Data Consent Settings, Monash University CRICOS Provider Number: 00008C, Monash College CRICOS Provider Number: 01857J. Monash University is a registered higher education provider under the TEQSA Act 2011. A All of the following statements accurately reflect factors that pertain to need-satisfaction selling except? We acknowledge and pay respects to the Elders and Traditional Owners of the land on which our four Australian campuses stand. ( Log Out /  It is the salesperson’s task to identify the need to be met, then to help the buyer meet the need. Place the questions and answers in a word processing document saved in MS Word or Rich Text Format and attach it in the assignment drop box. Monash Business School is home to year-round events and activities, from boundary-pushing seminars and immersive workshops to cultural celebrations and sport. Customers seem to appreciate this selling method and are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal. Select a letter to find terms listed alphabetically. True The ability to understand buyers is one of the selling foundations in the trust-based sales process. Personal problem solving is an important skill for mental health and wellbeing. Answer the following questions: False According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are using Adaptive selling What are the following is most accurate with respect to buyers’ expectations of salespeople? The salesperson waits until relevant needs have been established before discussing product offerings. Problem-Solving Approach. Personal Problem Selling In Approach Solving. Be part of research that's influencing business thinking around the world. This adaptive selling is most prevalent with the need satisfaction, problem-solving, and consultive selling approaches, but is less prevalent in mental states selling. A positive feature of this method is that it forces the salesperosn to plan the sales presentation prior to talking with the customer. ( Log Out /  Explore your study options and find out how to be part of the world-class talent that’s shaping the future of business. an approach to selling in which the salesperson works with the buyer to evaluate alternative solutions to a problem and to select the best; a consultative approach intended to build long-term relationships with clients. Maintained by: Monash Business School Webmaster Team. Describe the three primary roles fulfilled by consultative salespeople and why they are important. an approach to selling in which the salesperson works with the buyer to evaluate alternative solutions to a problem and to select the best; a consultative approach intended to build long-term relationships with clients. Back to previous Rate this term Monash Business School's world-class research and analysis addresses some of the world’s most complex challenges and finds meaningful and sustainable solutions. Find out more about Monash Business School. Change ), You are commenting using your Google account. When an issue, decision or disagreement is playing on your mind, and you’re not sure how to approach it, the stress involved can have a pretty big impact on your overall mood. Explore our calendar and be part of the thriving community. Also called Depth Selling. Correct. ( Log Out /  Problem Solving (Personal Selling): Developing Long-term Allies (Customers) Successful sales people in the Business to Business sector consider themselves problem solvers. Information for Indigenous Australians.