Customer Value Creation Occurs Through Focusing On

question 171

Multiple Choice

Customer value creation occurs through focusing on:

• A)relationship selling
• B)formula selling
• C)conference selling
• D)seminar selling

---

Definitions:

Investigative Selling

A sales technique involving detailed research and questioning to understand a customer's specific needs and challenges, leading to customized solutions.

Transactional Selling

A sales approach focused on short-term interactions where the primary goal is to make an immediate sale rather than build a long-term relationship.

Source Partnering

The strategic collaboration between buyers and suppliers intended to improve or optimize the sourcing process.

Probing

The technique of asking questions to gather more detailed information or clarify ambiguities, often used in sales, negotiations, or counseling.