When a salesperson works with sales management and experts across the firm to support new-customer acquisition and ongoing customer relationship management, it is referred to as
A. Sales 2.0
B. consultative selling.
C. team selling.
D. customer advocacy.
E. adaptive selling.
Answer: C
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VRIO is a framework for analyzing a resource or capability to determine its competitive strategic potential by answering four questions. VRIO stands for
A. visibility, relativity, illumination, and obscurity. B. vendors, relationships, introductions, and operations. C. volatility, risk, instability, and obstacles. D. value, rarity, imitability, and organization. E. viability, respect, impact, and outreach.
On January 1, SaLow Company enters into a contract to provide custom-made equipment to ByHi Corporation for $100,000. The contract terms allow cancellation without penalty by either party at any time prior to delivery of the goods. The contract specifies a delivery date of March 15 but the equipment was not delivered until April 10. The contract required full payment within 30 days after
delivery. When should revenue be recognized for this contract? A) Never, because it includes a termination agreement. B) March 15 C) April 10 D) May 10
________ refers to the service provider's employees' knowledge and courtesy and the confidence they instill
A) Assurance B) Empathy C) Responsiveness D) Reliability
Quality hospitality organizations build the service production processes based on ______.
a. their own perspective b. the guest’s perspective c. employee convenience d. efficiency