Personal Selling Test 2 (Chapter 9-17)

​_____ help(s) you uncover ad clarify the​ pain, implications, and circumstances surrounding the​ customer's buying problem. Question content area bottom Part 1 A. Probing questions B. Closed questions C. Confirmation questions D. Open questions E. Need satisfaction

A. Probing questions

​________ data is the information seen in most CRM systems and might include customer contact​ information, past purchase and product​ information, volume, influencers in the buying​ decision, preferred communication​ method, and much more. Question content area bottom Part 1 A. Sales B. Marketing C. Financial D. Project management E. Manufacturing

A. Sales

Team sales presentations require​ ________. Question content area bottom Part 1 A. a more detailed precall plan than individual sales calls B. coordinating the varied schedules of the sales team C. handling all the varied personality types on the sales team D. PowerPoint presentations and handouts E. getting the most dynamic presenters on the sales team

A. a more detailed precall plan than individual sales calls

To effectively and efficiently manage the prospect or account​ base, sales managers and salespeople often conduct​ a(n) ________ analysis. Question content area bottom Part 1 A. account B. financial C. past sales D. product technical E. market

A. account

The qualifications that must be available or fulfilled before the sale can be closed are called​ _____conditions. Question content area bottom Part 1 A. buying B. market C. purchase D. economic E. sales

A. buying

Some organizations link the qualifying process with the need discovery step in the​ ________ process. Question content area bottom Part 1 A. consultative sales B. research and development C. retail sales D. overall sales planning and approach E. transactional sales

A. consultative sales

Research has shown that​ high-performance sales personnel have learned how to​ ________. Question content area bottom Part 1 A. diagnose and solve problems better than their competitors B. present their sales presentations better than their competitors C. do better background research than their competitors D. perform pricing analysis better than their competitors E. respond appropriately with the right product offerings

A. diagnose and solve problems better than their competitors

Servicing the sale is a major way to create​ value, ensure maximum​ satisfaction, and​ long-term relationships. Critical​ servicing-the-sale activities include​ ________. Question content area bottom Part 1 A. expansion​ selling, making credit​ arrangements, following through on assurances and​ promises, and dealing effectively with complaints B. expansion​ selling, dealing with​ complaints, and securing signed contracts C. assurances that contract obligations have been met D. furnishing customer satisfaction surveys to the client E. expansion selling and making credit arrangements

A. expansion​ selling, making credit​ arrangements, following through on assurances and​ promises, and dealing effectively with complaints

Portfolio models are MOST effective where salespeople understand​ ________. Question content area bottom Part 1 A. individual customer needs and where relationship strength is important to sales success B. what pricing structure the individual customer needs C. the overall buying and​ decision-making process of the customer D. individual customer needs E. that relationships are the most important element in sales success

A. individual customer needs and where relationship strength is important to sales success

According to research by Neil​ Rackham, the________ has the most impact on the​ buyer's decision to purchase a product. Question content area bottom Part 1 A. investigative or need discovery stage B. pricing and contracting stage C. product specification stage D. product configuration or product solution stage E. personal relationship with the salesperson

A. investigative or need discovery stage

According to one sales​ expert, Gerhard​ Gschwandtner, publisher of Selling Power​, the​ salesperson's job is​ ________. Question content area bottom Part 1 A. not to make​ sales, but create customers B. to make sales and keep revenues as high as possible C. to just make sales D. to make​ sales, but not worry about customer retention E. to make​ sales, but not worry about customer satisfaction

A. not to make​ sales, but create customers

The qualifying process is also the first opportunity to consider​ ________. Question content area bottom Part 1 A. prospect needs and how they match with your product characteristics B. the financial potential of an account C. product specifications D. whether they are appropriate strategic partners E. whether the prospect is ready to​ "buy now"

A. prospect needs and how they match with your product characteristics

One of the MOST important keys to success in personal selling is the ability to​ ________. Question content area bottom Part 1 A. qualify leads B. close deals C. cold call D. network E. achieve sales goals

A. qualify leads

The second part of the consultative sales process consists of selecting or configuring a solution that​ ________. Question content area bottom Part 1 A. satisfies the​ prospect's buying motives B. satisfies your sales goals and objectives C. meets product specifications D. satisfies a global product or technology need E. meets market needs

A. satisfies the​ prospect's buying motives

The greatest time investment in personal selling is​ ________. Question content area bottom Part 1 A. the​ front-end of the sales process B. the planning of the sales presentation C. setting up the product delivery and​ after-the-sale service requirements D. in planning the product configuration and requirements E. the contracting process

A. the​ front-end of the sales process

There many types of prospecting​ approaches; however, most successful salespeople are using​ ________ for prospecting and account development. Question content area bottom Part 1 A. networking and social media sites B. a combination of approaches C. a few select and proven approaches D. trade advertising leads E. tradeshow and trade advertising leads

B. a combination of approaches

Need discovery is sometimes called​ ________. Question content area bottom Part 1 A. a sales opportunity analysis or sales opportunity assessment B. a needs analysis or needs assessment C. market opportunity analysis or market opportunity assessment D. the solution process model E. the need solution process model

B. a needs analysis or needs assessment

A​ high-quality and professional approach is a powerful way to​ ________. Question content area bottom Part 1 A. start the sales presentation planning process B. add value and differentiate yourself from your competitors C. have the opportunity to demonstrate the value of your products D. begin the customer relationship E. make contact and prepare for next steps

B. add value and differentiate yourself from your competitors

Adaptive selling involves​ ________ to improve communication with the customer. Question content area bottom Part 1 A. altering certain corporate policies and procedures B. altering sales behaviors C. adapting to the​ customer's proposal and contracting policies D. adapting to the​ customer's corporate culture E. adapting to the​ customer's policies and procedures

B. altering sales behaviors

Regarding the specific use of​ questions, research results revealed that the highest performing salespeople used questions to​ ________. Question content area bottom Part 1 A. guide the direction of the sales call and to just prepare for the sales presentation B. build​ clear, complete, mutual​ understanding; guide the direction of the sales​ call; and used questioning strategy to facilitate an open exchange of information C. build​ clear, complete, mutual​ understanding; and close the sale D. build​ clear, complete, mutual​ understanding, and create a sales proposal E. obtain product specifications

B. build​ clear, complete, mutual​ understanding; guide the direction of the sales​ call; and used questioning strategy to facilitate an open exchange of information

The key advantages of a sales team include​ ________. Question content area bottom Part 1 A. finding sales opportunities for the individual salesperson and solving problems B. discovering​ problems, solutions, and sales opportunities than an individual salesperson could discover working alone C. discovering more problems and sales opportunities D. finding more sales opportunities at tradeshows and following up on them E. that they can discover more problems and offer more solutions

B. discovering​ problems, solutions, and sales opportunities than an individual salesperson could discover working alone

The first step in the preapproach process is​ ________. Question content area bottom Part 1 A. developing a presale presentation plan B. preparing presale objectives and developing a presale presentation plan C. preparing presale objectives D. preparing a customer needs assessment and revenue goal E. preparing a customer product needs assessment

B. preparing presale objectives and developing a presale presentation plan

Question content area top Part 1 Active listening is​ ________, both in terms of content and meaning. Question content area bottom Part 1 A. making assumptions about what the prospect meant B. sending back to the prospect what you as a listener think the prospect meant C. sending back what the prospect said about product specifications D. sending back to the prospect what you heard about the​ prospect's pricing requirements E. listening for key closing signals and agreement

B. sending back to the prospect what you as a listener think the prospect meant

The business contact involves converting the​ prospect's attention from the social contact to​ ________. Question content area bottom Part 1 A. a discussion about delivery and​ after-the-sale service B. the sales presentation C. a pricing discussion D. the product presentation E. a product requirements discussion

B. the sales presentation

A major goal of​ ________ is to make a good first​ impression, build​ rapport, and establish credibility. Question content area bottom Part 1 A. a presentation at a trade conference B. the social contact C. responding to a Request for Proposal D. a lunch appointment E. the sales presentation

B. the social contact

Salespeople skilled in adaptive selling consider how​ ________ may enhance the sales presentation. Question content area bottom Part 1 A. the​ team, the​ product, and customer strategies B. the​ relationship, product, and customer strategies C. the​ product, product​ price, and customer strategies D. the​ team, the​ product, and presentation strategy E. the​ relationship, the​ team, and presentation strategy

B. the​ relationship, product, and customer strategies

When you build​ _____ into your sales​ process, you increase the odds that the customer will give you a referral. Question content area bottom Part 1 A. fast shipping B. value C. new products D. extra promotion funds E. a price discount

B. value

​________ leads result in higher close​ rates, larger​ sales, and shorter sales cycles. Question content area bottom Part 1 A. Trade advertising B. Tradeshow C. Referral D. Social media E. Website

C. Referral

​A(n) _____ is something you want from the customer during the sales presentation. Question content area bottom Part 1 A. research commitment B. communication plan C. action objective D. marketing plan E. needs assessment

C. action objective

​Product-oriented selling is usually​ ________. Question content area bottom Part 1 A. superior to the consultative sales process B. as effective as the consultative sales process C. inefficient and ineffective D. efficient and effective E. performed best by a large sales team

C. inefficient and ineffective

When collaborating with a potential customer on potential​ solutions, the salesperson should​ ________. Question content area bottom Part 1 A. match a list of generalized benefits with buying motives B. present solutions that are not precisely tailored to the​ customer's needs C. match specific benefits with specific buying motives D. match specific benefits with general buying motives E. present solutions that might not be​ relevant, but useful in the future

C. match specific benefits with specific buying motives

The process of selecting the right solution is called​ ________. Question content area bottom Part 1 A. solution selling B. product development C. product configuration D. product solution planning E. the​ solution-buying motive process

C. product configuration

The goal of prospecting is to build a qualified prospect base made up of​ ________. Question content area bottom Part 1 A. tradeshow leads B. tradeshow leads and referrals C. prospects and customers D. past customers E. prospects

C. prospects and customers

The type of information that goes beyond sales data such as insights into the​ prospect's marketplace, the​ firm, the​ competitors, and even the prospects themselves is called​ ________. Question content area bottom Part 1 A. marketing research B. corporate research C. sales intelligence D. quantitative research intelligence E. qualitative research intelligence

C. sales intelligence

Objectives of the first prescription include​ ________. Question content area bottom Part 1 A. complete product requirements documents and establish the presentation strategy B. understand needs and product requirements C. understand needs and build or establish the relationship D. establish the relationship and understand product requirements E. establish the presentation strategy and establish the relationship

C. understand needs and build or establish the relationship

Some of the most common approaches to arouse prospect interest in the presentation include​ ________. Question content area bottom Part 1 A. ​agenda, product​ demo, customer​ benefit, question,​ quotation, customer​ service, and premium B. ​agenda, product​ demo, referral, delivery​ options, price, customer​ benefit, and premium C. ​agenda, product​ demo, referral, customer​ benefit, question,​ survey, and premium D. product​ demo, referral, customer​ benefit, price, customer​ service, and premium E. ​agenda, product​ demo, referral, customer​ benefit, price, product​ requirements, and question

C. ​agenda, product​ demo, referral, customer​ benefit, question,​ survey, and premium

The sales process​ (or sales​ funnel) model includes the following​ steps: ________. Question content area bottom Part 1 A. ​prospect, needs​ analysis, presentation,​ negotiations, and closed B. ​qualify, needs​ analysis, presentation,​ negotiations, and closed C. ​prospect, qualified, needs​ analysis, presentation,​ negotiations, and​ closed/service D. ​prospect, needs​ analysis, presentation,​ negotiations, and​ closed/service E. ​prospect, qualify,​ presentation, negotiations, and​ closed/service

C. ​prospect, qualified, needs​ analysis, presentation,​ negotiations, and​ closed/service

The need to develop new customers is extremely important. Some studies estimate that the average company loses​ ________ percent of its customers every year. Question content area bottom Part 1 A. 45 B. 25-35 C. 10-15 D. 15-20 E. 25-40

D. 15-20

Prior to developing the presentation​ plan, the salesperson must answer one very important​ question: ________. Question content area bottom Part 1 A. Can manufacturing deliver on the product​ requirements? B. Have I correctly determined the​ customer's needs? C. Does my​ company's products meet the​ customer's requirements? D. Do these activities relate to the​ customer's buying​ process? E. Are both the sales team and customer service prepared to provide​ after-the-sale service?

D. Do these activities relate to the​ customer's buying​ process?

Establishment of objectives for the sales presentation and preparation of the presentation plan must be guided by​ ________. Question content area bottom Part 1 A. a strong desire to make sure sales goals are achieved B. the desire to deliver on the promises made in the sales presentation C. assuring that pricing meets customer specifications D. a strong desire to provide outstanding customer service E. assuring that the product matches customer specifications

D. a strong desire to provide outstanding customer service

Selling to the​ "gatekeeper" means​ ________. Question content area bottom Part 1 A. aligning yourself with the person who issues Request for Proposals B. aligning yourself with the person who schedules the chief financial​ officer's appointments C. getting the opportunity to present to the​ senior-level management team D. aligning yourself with the person who schedules the decision​ maker's appointments E. getting through security into corporate headquarters

D. aligning yourself with the person who schedules the decision​ maker's appointments

Team members should be given​ ________. Question content area bottom Part 1 A. assigned tasks such as creating​ PowerPoints, handouts, or sales quotations B. detailed information about the​ customer, assigned​ tasks, and add value C. detailed information about the customer and understand the basics of consultative presentations D. detailed information about the​ customer, understand the basics of consultative​ presentations, and be prepared to add value E. detailed customer information and be prepared to add value

D. detailed information about the​ customer, understand the basics of consultative​ presentations, and be prepared to add value

The ability to conduct sophisticated data analysis and modeling on prospects is called​ ________. Question content area bottom Part 1 A. marketing analytics B. sales analytics C. sales data modeling D. pipeline analytics E. data analytics

D. pipeline analytics

The third part of the​ need-satisfaction model is​ informing, persuading, or reminding. During this​ process, the salesperson​ ________. Question content area bottom Part 1 A. prepares a contract B. places more emphasis on questions and less on​ value-adding statements C. asks for the order D. places less emphasis on questions and more on​ value-adding statements E. reminds the prospect of the​ competitor's inability to meet product requirements

D. places less emphasis on questions and more on​ value-adding statements

Two popular models salespeople use for performing account analysis and what sales strategies to use are the​ ________. Question content area bottom Part 1 A. portfolio model and the sales analytics model B. sales strategy model and the portfolio model C. market analysis model and the sales analytics model D. portfolio model and the sales process model E. individual account analysis and the sales potential method

D. portfolio model and the sales process model

Analysis of your​ ________ can help​ identify, locate, and profile your prospects. Question content area bottom Part 1 A. product and marketing B. current customers and strategic plan C. strategic plan D. product and current customers E. marketing plan

D. product and current customers

The​ pace, scope, and time allocated to need discovery might depend on a variety of​ factors, but there are generally several major factors. The major factors include​ ________. Question content area bottom Part 1 A. product​ sophistication, price,​ customer's contracting​ requirements, and time available for discussion between salesperson and prospect B. product​ sophistication, manufacturing​ requirements, and time available for discussion between salesperson and prospect C. ​price, customer's product​ knowledge, and time available for discussion between salesperson and prospect D. product​ sophistication, price,​ customer's product​ knowledge, and time available for discussion between salesperson and prospect E. product​ sophistication, price, engineering design​ deadlines, and time available for discussion between salesperson and prospect

D. product​ sophistication, price,​ customer's product​ knowledge, and time available for discussion between salesperson and prospect

During need​ discovery, the effective use of​ ________ to achieve need identification and need satisfaction is one of the greatest challenges facing most professional salespersons. Question content area bottom Part 1 A. a​ customer's prior purchase data B. competitive analyses C. the customer relationship management system D. questions E. market data

D. questions

When it comes to collecting and organizing prospect and account​ information, salespeople have a large variety of computer systems available. These are known as​ ________. Question content area bottom Part 1 A. spreadsheets B. customer sales data systems C. prospect contact databases D. sales force automation​ systems, or customer relationship management systems​ (CRMs) E. project management systems

D. sales force automation​ systems, or customer relationship management systems​ (CRMs)

Identifying and developing potential customers is an important aspect of​ ________. Question content area bottom Part 1 A. attaining a sales goal B. attaining strategic objectives C. creating a large pipeline D. the customer strategy E. the sales strategy

D. the customer strategy

Several of the most common causes of customer attrition include the​ following: ________. Question content area bottom Part 1 A. the purchase was a​ one-time need, product​ dissatisfaction, and customer moves or is acquired B. the customer moves or is​ acquired, customer is unhappy with the​ after-the-sale services, and a loyal buyer goes to new company or leaves C. the purchase was a​ one-time need, customer has issues with the sales​ team, and customer moves or is acquired D. the purchase was a​ one-time need, customer moves or is​ acquired, and a loyal buyer goes to new company or leaves E. product​ dissatisfaction, dissatisfaction with​ after-the-sale service, and the customer moves or is acquired

D. the purchase was a​ one-time need, customer moves or is​ acquired, and a loyal buyer goes to new company or leaves

Bringing new insights to customers regarding​ ________ creates value for them. Question content area bottom Part 1 A. the​ competitor's products and services B. your pricing and contracting structure C. information about your delivery and distribution options D. their buying problem and enhanced solutions E. the advantages of your products or services

D. their buying problem and enhanced solutions

The six main parts of the presentation plan include​ ________. Question content area bottom Part 1 A. ​approach, need​ discovery, rehearse,​ presentation, close, and servicing the sale B. ​preapproach, approach, need​ discovery, presentation,​ negotiation, and close C. ​approach, need​ discovery, presentation,​ pricing, contract, and close D. ​approach, need​ discovery, presentation,​ negotiation, close, and servicing the sale E. ​preapproach, approach, need​ discovery, presentation,​ pricing, and close

D. ​approach, need​ discovery, presentation,​ negotiation, close, and servicing the sale

The social contact helps build rapport. Building rapport should lead to​ ________. Question content area bottom Part 1 A. the​ customer's openness to a sales presentation B. establishing product expertise C. increased sales and repeat business D. ​credibility, which builds trust E. willingness by the customer to spend more

D. ​credibility, which builds trust

​_____ is/are a source of information about potential customers for new salespeople. Question content area bottom Part 1 A. Social media B. Census data C. Market research D. Acquired data E. Friends and family

E. Friends and family

​________ management is the process of managing all the prospects in the​ salesperson's sales funnel. Question content area bottom Part 1 A. Strategic account B. Customer C. Sales D. Account E. Pipeline

E. Pipeline

​________ is the process of identifying prospects who have a need for your product and should be contacted. Question content area bottom Part 1 A. Trade advertising lead generation B. ​E-mail marketing C. Cold calling D. Networking E. Qualifying

E. Qualifying

​________ includes​ thoughts, feelings, and behavioral patterns that conspire to limit what a salesperson is able to accomplish. Question content area bottom Part 1 A. Presentation fright B. ​Writer's block C. Failure to obtain sales goals D. Networking discomfort E. Sales call reluctance

E. Sales call reluctance

In order to create a customized presale​ presentation, salespeople need to​ ________. Question content area bottom Part 1 A. make sure senior management signs off on the preapproach tactics B. rehearse their presentation C. think about appropriate products that will be a fit for the client D. enlist the help of their senior sales management E. collect background information

E. collect background information

Solution selection is an important function of the salesperson. Salespeople who have the ability to​ ________ achieve the status of trusted advisor. Question content area bottom Part 1 A. create an attractive pricing and contracting package B. make promises concerning​ after-the-service sale C. offer expedited delivery options D. make a compelling sales presentation E. conduct a​ value-added needs analysis

E. conduct a​ value-added needs analysis

The​ _____ approach is also referred to as the elevator speech. Question content area bottom Part 1 A. agenda B. product demonstration C. question D. referral E. customer benefit

E. customer benefit

Question content area top Part 1 The sales environment is changing. In competitive​ markets, success increasingly hinges on​ ________. Question content area bottom Part 1 A. being able to meet the price demands of a customer B. being responsive to customer requests C. being able to replenish inventory just in time D. developing a large pipeline E. developing mutually rewarding customer relationships

E. developing mutually rewarding customer relationships

Question content area top Part 1 The second prescription discusses the need for a carefully prepared presentation plan that includes​ ________. Question content area bottom Part 1 A. ensuring that sales goals and objectives are met B. ensuring that the presentation is​ error-free and reflects the​ customer's needs C. making sure salespeople can close the sale D. ensuring that the company will make a profit E. ensuring that all salespeople are well organized and prepared to achieve objectives

E. ensuring that all salespeople are well organized and prepared to achieve objectives

The three prescriptions of a presentation strategy are​ ________. Question content area bottom Part 1 A. ​double-check with your sales manager on​ objectives, develop a presale presentation plan to meet the​ objectives, and have inside sales team review B. establish​ objectives, develop a presale presentation plan to meet the​ objectives, and have the inside sales team review and approve C. establish​ objectives, develop a presale presentation plan to meet the​ objectives, and have each team member review and approve D. establish​ objectives, develop a presale presentation plan to meet the​ objectives, and rehearse the presentation E. establish​ objectives, develop a presale presentation plan to meet the​ objectives, and renew​ everyone's commitment to provide outstanding customer service

E. establish​ objectives, develop a presale presentation plan to meet the​ objectives, and renew​ everyone's commitment to provide outstanding customer service

If the approach is​ successful, the salesperson will be​ ________. Question content area bottom Part 1 A. considered as a vendor B. able to secure an appointment C. given the opportunity to give a quotation to Purchasing D. invited to submit suggestions to fulfill the​ customer's needs E. given the opportunity to make a sales presentation

E. given the opportunity to make a sales presentation

Information that turns prospects and accounts into​ long-term customers includes​ ________. Question content area bottom Part 1 A. knowing about their name and​ title, their​ competitors, and their market B. knowing about their​ products, services, and competitors C. knowing about their​ budget, products, and competitors D. knowing their name and title and their competitors E. knowing more about the customer than just name and​ title; knowing about the​ prospect's company and​ marketplace; and knowing how you bring​ value-adds to them

E. knowing more about the customer than just name and​ title; knowing about the​ prospect's company and​ marketplace; and knowing how you bring​ value-adds to them

In need discovery you assume that the​ client's problem is not​ _____. Question content area bottom Part 1 A. about you B. relevant C. understandable D. solvable E. known

E. known

The starting point for need discovery is developing​ a________. Question content area bottom Part 1 A. sales plan presentation B. customer focus attitude C. cooperative attitude D. customer relationship E. listening attitude

E. listening attitude

The second step in the preapproach process is​ ________. Question content area bottom Part 1 A. getting the​ prospect's attention by performing a needs assessment B. making a first appointment and transitioning to need identification C. making a favorable first impression by getting the​ prospect's attention D. making a first appointment for a needs assessment E. making a favorable first​ impression, getting the​ prospect's attention, and transitioning to need identification

E. making a favorable first​ impression, getting the​ prospect's attention, and transitioning to need identification

The​ four-part need-satisfaction model includes​ ________. Question content area bottom Part 1 A. need​ agreement, solution​ selection, contracting​ agreement, and servicing the sale B. need​ discovery, solution​ options, need​ satisfaction, and servicing the sale C. need​ discovery, solution​ options, satisfaction​ exploration, and servicing the sale D. need​ exploration, solution​ selection, need​ satisfaction, and servicing the sale E. need​ discovery, solution​ selection, need​ satisfaction, and servicing the sale

E. need​ discovery, solution​ selection, need​ satisfaction, and servicing the sale

Question content area top Part 1 The presentation strategy adds value by making sure the​ ________. Question content area bottom Part 1 A. ​after-the-service sale requirements are achievable B. ​customer's product specification are met C. ​salesperson's company makes a profit D. ​customer's price objectives are met E. presentation is customized and adapted to meet the needs and time constraints of the prospect

E. presentation is customized and adapted to meet the needs and time constraints of the prospect

The basic lead qualifying criteria includes​ ________. Question content area bottom Part 1 A. financially able to​ buy, willing to​ buy, and authority to buy B. prospect​ need, financially unable to​ buy, and willing to buy C. prospect​ need, authority to issue an​ RFP, and ability to​ "buy now" D. prospect​ need, authority to approve purchase​ order, and ability to​ "buy now" E. prospect​ need, authority to​ buy, financial resources to​ buy, and willingness to buy

E. prospect​ need, authority to​ buy, financial resources to​ buy, and willingness to buy

Use​ ________ to control the flow of information and draw out the customer. Question content area bottom Part 1 A. questions about the​ prospect's personal life B. product demonstrations C. ​thought-provoking comments D. graphs and charts E. silence

E. silence

Salespeople use the consultative sales presentation because​ ________. Question content area bottom Part 1 A. it results in increased customer satisfaction B. it results in higher sales volume and repeat business C. it results in more closed sales D. it results in more repeat and referred business E. this​ customer-focused selling model results in increased customer​ satisfaction, more closed​ sales, and more repeat and referred business

E. this​ customer-focused selling model results in increased customer​ satisfaction, more closed​ sales, and more repeat and referred business

Consultative selling is a very​ customer-centric form of selling that creates​ ________. Question content area bottom Part 1 A. value for the sales team only B. ​product-oriented efficiencies C. a​ one-of-a-kind sale D. larger margin sales E. value for the customer and the firm

E. value for the customer and the firm