A Salesperson Who Wants to Build a Caring Relationship with a Potential

question 46

Multiple Choice

A salesperson who wants to build a caring relationship with a potential key account has analyzed the customers' needs and explained product benefits. Next, the salesperson should:

• A) provide follow-up service.
• B) develop an account penetration program.
• C) gain a commitment to buy.
• D) wait for the buyer to close the sale.
• E) look for other needs to analyze.

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Definitions:

Equitably

In a fair and impartial manner, ensuring justice or equality.

Arbitrarily Defined Characteristics

Refers to traits or attributes that are assigned or categorized based on subjective judgment rather than objective criteria.

Employment-At-Will Doctrine

A legal framework in certain jurisdictions where an employer can dismiss an employee for any reason and without warning, as long as it is not illegal.

Wrongful Termination

The illegal firing of an employee in violation of federal or state laws, or in contradiction to the terms of an employment agreement or company policy.