When Specialized Knowledge Is Needed by Members of a Customer's

question 132

Multiple Choice

When specialized knowledge is needed by members of a customer's buying centre, selling companies often rely on:

• A)sales engineering.
• B)order getting.
• C)team selling.
• D)need-satisfaction selling.

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Definitions:

Passion

A strong and barely controllable emotion or enthusiasm for something or about doing something.

Commitment

A pledge or promise to do something or to maintain a course of action, often seen in relationships and personal goals.

Face-to-Face Interaction

Direct communication between two or more individuals in the same physical space.

Exchange Theory

A social theory that suggests human relationships are formed by the use of a subjective cost-benefit analysis and the comparison of alternatives.