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Question
Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. Its salespeople are trained to ask questions like, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the __________ selling format.
A. need-satisfaction
B. formula
C. stimulus-response
D. creative
E. problem resolution
Answer
This answer is hidden. It contains 192 characters.
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