Becoming familiar with a customer's satisfactions is necessary for a salesperson to move from:
A) transactional selling to product selling
B) solution selling to value-added selling
C) new buy selling to constructive selling
D) product selling to complimentary selling
E) product selling to solution selling
E
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Dividing net sales on account by the average amount of net accounts receivable is the calculation for the
a. accounts receivable turnover. b. working capital turnover. c. merchandise inventory turnover. d. plant and equipment turnover.
________ pricing allows buyers of a product to select the performance configurations that best fit their needs and price budgets
A) Customerization value B) Performance-based C) Perceived-value D) Life-cycle value E) Value-in-use
Which of the following is a criticism of situational approach?
A. It does not address how commitment and competence integrate into development levels. B. It is used in training and development programs. C. It has prescriptive value for leaders. D. It is highly flexible in nature.
______ is the alteration of existing work routines and strategies that affect the whole organization.
a. Organizational change b. Incremental change c. Structure change d. Discontinuous change