The Practice of Proposing Related or Complementary Products and Services

question 185

Multiple Choice

The practice of proposing related or complementary products and services during the sales process is referred to as

• A) adaptive selling.
• B) cross-selling.
• C) formula selling.
• D) upselling.
• E) relationship selling.

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Definitions:

Nonverbal Symbols

Forms of communication without the use of words, such as gestures, facial expressions, and body language, that convey meanings or messages.

Media Richness

The degree to which a communication medium is capable of effectively conveying complex information in a clear and comprehensible manner.

Transmit Cues

The process of sending non-verbal signals or messages through behavior or expressions to communicate.

Provide Feedback

The act of offering constructive criticism, observations, and suggestions aimed at improving performance.