Stimulus-Response Approach

O abordare a vanzarilor care se bazeaza pe abilitatea unui agent de vanzari de a spune ceea ce trebuie (stimulus) pentru a obtine o reactie favorabila de la cumparator (raspuns), numit si Canned Approach, deoarece de obicei se foloseste un script

an approach to selling which relies on the salesperson's ability to say the right thing (stimulus) in order to obtain a favourable reaction from the buyer (response); often referred to as the Canned Approach because a script is commonly used.