Question

While making a presentation to the owner of Harold's Dress Shop about a window display, Scott began to pick up nonverbal cues that this was not what the owner wanted. Scott asked, "Would you be interested in a window with less clutter that showcased some of your more expensive items?" When the owner replied, "Yes," then Scott modified his existing sales strategy to incorporate his ideas for the showcase window. In this scenario, Scott was seen to be practicing _____ selling

Answer 1

Answer:

adaptive

Explanation:

A product is sold to a customer keeping in mind what the expectations of the customer i.e., the customer tries to fulfill the needs of the customer.

It can be seen here that Scott noticed the non verbal cues from his customer. He deduced that the owner did not like his design of the window. He then suggested a different design. He adapted according to the needs of the customer on the spot.

Hence, this type of selling is called adaptive selling.