The Use of a Consultative Customer-Oriented Sales Approach

question 41

Multiple Choice

The use of a consultative customer-oriented sales approach:

• A) focuses on solo exchanges as the primary type of business transaction.
• B) improves customer retention and firm profitability.
• C) fails to improve relationship marketing efforts in business.
• D) leads to low behavioral loyalty.
• E) reflects the lowest degree of relationship marketing efforts.

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Definitions:

Commitment Talk

Conversations in therapy aiming to reinforce a person's motivation and dedication towards changing behaviors or beliefs.

Abstinence

The practice of refraining from engaging in certain behaviors or consuming certain substances, often related to addictive behaviors or substances.

Reactance

A psychological response characterized by resistance against external pressures or demands that threaten one's autonomy or freedom of choice.

Opposition

The act of resisting or acting against something; in a psychological or social context, it could refer to behavioral resistance against authority or a prevailing idea.