Moving from a Transactional Model of Sales to an Integrative

question 33

Multiple Choice

Moving from a transactional model of sales to an integrative model of sales requires a move from:

• A)asking questions to answering questions
• B)communicating directly to communicating partially
• C)a win-lose mentality to a win-win mentality
• D)a paradigm of excellence to a paradigm of empathy
• E)a repeat model to an episodic model

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Definitions:

Formal Operational

A stage in Jean Piaget's theory of cognitive development during which individuals develop the ability to think abstractly and systematically.

Autonomy

The degree of freedom and independence an individual has in making decisions or performing tasks.

Integration

The process of combining parts into a whole, or incorporating individuals into a larger group or system.

Ambidextrous Organization

An organization that is capable of exploiting its current operations while simultaneously exploring new opportunities, effectively managing both stability and change.