NEED SATISFACTION APPROACH
\nˈiːd sˌatɪsfˈakʃən ɐpɹˈə͡ʊt͡ʃ], \nˈiːd sˌatɪsfˈakʃən ɐpɹˈəʊtʃ], \n_ˈiː_d s_ˌa_t_ɪ_s_f_ˈa_k_ʃ_ə_n ɐ_p_ɹ_ˈəʊ_tʃ]\
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A salesperson's sales technique using probing questions and careful listening to identify a prospect's stated, expressed needs and unstated, tacit expectations. Those product aspects that satisfy the prospect's needs become the salesperson's focus in presenting the highlights. Also known as need satisfaction selling.
By Henry Campbell Black
Nearby Words
- need certificate
- need certificates
- need certification, health care
- need for affiliation
- need profiling
- NEED SATISFACTION APPROACH
- need to know
- need-fire
- needed
- needer
- needful