Question

The __________ involves developing a good understanding of the individual customer's needs before trying to close the sale.

Option 1: Persuasive approach
Option 2: Consultative approach
Option 3: Problem-solving approach
Option 4: Transactional approach

Answer 1

The term that describes developing a good understanding of the customer's needs before trying to close the sale is the 'Consultative approach'. It focuses on the customer's needs to provide the most suitable product solution.

Step-by-step explanation:

The approach that involves developing a good understanding of the individual customer's needs before trying to close the sale is called the Consultative approach. This method emphasizes understanding the customer's needs, offering solutions that match those needs, and building a long-term relationship. It contrasts with other sales approaches by focusing more on the customer's needs rather than selling the product itself.

For example, when a salesperson uses the consultative approach, they listen to the customer's requirements for a computer, consider their business needs, and recommend a computer that has the necessary processing speed and memory capacity. This tailored solution is more likely to satisfy the customer because it addresses their specific requirements.