A disadvantage of the need satisfaction sales presentation strategy is that
A) latent needs that are not articulated may be overlooked
B) it is weak in overcoming prospect objections
C) it may appear too mechanical to prospects because it follows a canned formula called AIDA
D) it makes most prospects feel uncomfortable because it uses techniques from psychiatric theory to persuade people to reveal their innermost needs and desires

Question

Quizplus · Accepted Answer

The need satisfaction sales presentation strategy may overlook latent needs because it focuses on the needs that the prospect articulates, potentially missing those that are not explicitly expressed.

A Disadvantage of the Need Satisfaction Sales Presentation Strategy Is