When Practicing Trust-Based Relationship Selling, Salespeople Should Do All of the Following

question 53

Multiple Choice

When practicing trust-based relationship selling, salespeople should do all of the following except:

• A) Act as a business consultant and long-term ally.
• B) Participate in two-way and collaborative communication.
• C) Practice stimulus-response selling.
• D) Be actively involved in the customer's decision making process.
• E) Provide continued follow-through.

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Definitions:

Dual-Coding Hypothesis

A cognitive theory that suggests information is stored in either or both verbal and visual systems, enhancing memory and learning.

Recall

The act of retrieving information or memories from one's past experiences.

Visually

Relating to the sense of sight or visual imagery.

Mental Maps

Internal representations of the spatial relationships between objects in an individual's environment, influencing navigation and perception.