William Fredbob, XIV, (Fourteener, for short) is a salesperson for Banda Pear Ca
ID: 454149 • Letter: W
Question
William Fredbob, XIV, (Fourteener, for short) is a salesperson for Banda Pear Candles, Inc. Banda Pear has Fourteener memorize a set of questions to ask each customer. These questions were designed so the only logical answer was “yes.” Fourteener found that most customers are actually offended by the company-taught approach, so he started using an approach where he talked to the customers to find out their needs. If his products did not satisfy their needs, he would help them examine alternatives. Though this approach was forcing Fourteener to spend more time with each customer, he found that his sales were actually increasing. Fourteen was trained to do __________ selling, but he actually does __________ selling.a. mental-states, problem-solving b. stimulus-response, need-satisfaction c. stimulus-response, problem-solving d. mental-states, contingency e. mental-states, need-satisfaction William Fredbob, XIV, (Fourteener, for short) is a salesperson for Banda Pear Candles, Inc. Banda Pear has Fourteener memorize a set of questions to ask each customer. These questions were designed so the only logical answer was “yes.” Fourteener found that most customers are actually offended by the company-taught approach, so he started using an approach where he talked to the customers to find out their needs. If his products did not satisfy their needs, he would help them examine alternatives. Though this approach was forcing Fourteener to spend more time with each customer, he found that his sales were actually increasing. Fourteen was trained to do __________ selling, but he actually does __________ selling.
a. mental-states, problem-solving b. stimulus-response, need-satisfaction c. stimulus-response, problem-solving d. mental-states, contingency e. mental-states, need-satisfaction William Fredbob, XIV, (Fourteener, for short) is a salesperson for Banda Pear Candles, Inc. Banda Pear has Fourteener memorize a set of questions to ask each customer. These questions were designed so the only logical answer was “yes.” Fourteener found that most customers are actually offended by the company-taught approach, so he started using an approach where he talked to the customers to find out their needs. If his products did not satisfy their needs, he would help them examine alternatives. Though this approach was forcing Fourteener to spend more time with each customer, he found that his sales were actually increasing. Fourteen was trained to do __________ selling, but he actually does __________ selling.
a. mental-states, problem-solving b. stimulus-response, need-satisfaction c. stimulus-response, problem-solving d. mental-states, contingency e. mental-states, need-satisfaction a. mental-states, problem-solving b. stimulus-response, need-satisfaction c. stimulus-response, problem-solving d. mental-states, contingency e. mental-states, need-satisfaction
Explanation / Answer
Correct answer is option c i.e stimulus-response,problem solving.Because stimulus response is a method in which a series of questions is given by the salesperson designed to condition the prospective buyer to answer yes time after time until they say yes to the entire sales proposition.Problem solving selling is a concept which goes beyond identifying needs to developing alternative sollution for satisfying the needs of the customer.
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