Customers Want Unbundled Services, with Separate Prices for Each Service

question 22

True/False

Customers want unbundled services, with separate prices for each service element and the right to select the elements they want.

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Definitions:

Alliance Selling

A sales strategy where partnering organizations join forces to sell complementary products or services to enhance value to the customer.

Benefit Selling

A method of selling whereby a salesperson relates a product’s benefits to the customer’s needs using the product’s features and advantages as support.

Account Penetration

The effectiveness of a company's sales efforts in selling additional products or services to existing customers.

Order Getting

A sales activity that involves identifying potential customers and persuading them to make a purchase.