Question

Technological advances and the internet are providing additional means for customers and salespeople to interact. What is the trend in personal selling that focuses on understanding the customer's social style and adapting your approach to it?

1) Adaptive selling
2) Integrated marketing communications (IMC)
3) Artificial intelligence
4) Cannot be determined

Answer 1

Adaptive selling is the trend in personal selling that requires understanding the customer's social style and adapting the sales approach to it, influenced by the internet and globalization.

Step-by-step explanation:

The trend in personal selling that focuses on understanding the customer's social style and adapting your approach to it is known as adaptive selling. This method involves salespeople tailoring their sales strategy based on various customer traits such as needs, behaviors, and preferences. The aim is to increase the effectiveness of the sales interaction by aligning the sales approach with the customer's buying process. Technological advances in communication, including the internet, play a crucial role in providing data and platforms for enhanced interaction between customers and salespeople. Looking at sales trends with the backdrop of rapidly advancing technology and the effects of globalization, we can see that the landscape of personal selling and marketing communication continues to evolve significantly.