Certified Travel Associate Practice

What is the sales technique that involves adapting to satisfy customer needs and reach a buying decision?

1. Customer-focused selling

2. Features

3. Open Questions

4. Situational selling

The correct answer is: Situational selling

The correct answer is the technique known for its emphasis on adapting to satisfy customer needs and facilitate a buying decision. Situational selling involves understanding the specific context and circumstances surrounding a customer's needs and preferences. This approach allows the salesperson to tailor their strategy and presentation based on the unique situation of each customer, thereby increasing the chances of closing a sale. Customer-focused selling shares some similarities with situational selling as it also prioritizes the customer’s needs, though it is more about creating a relationship and providing personalized service rather than specifically adapting to varying situations. Features refer to the attributes of a product, while open questions are a technique used to gather information from customers. While these elements can enhance the sales process, they do not specifically capture the adaptive essence of reaching a buying decision in various contexts like situational selling does.