Use the Chart to Indicate the Relative Amount of Time

question 73

Essay

Use the chart to indicate the relative amount of time spent in each of the key steps of the selling process for both traditional selling and relationship/consultative selling.The first step has been completed for you.
$$\begin{array} { | l | l | l } \hline \text { Kay Selline Steps } & \text { Traditional Selline } & \begin{array} { l } \text { Relationship/Consultative } \\\text { Selline }\end{array} \\\hline \text { Generating leads } & \text { High } & \text { Low } \\\hline \text { Qualifying leads } & & \\\hline \begin{array} { l } \text { Approaching the customer and } \\\text { probing needs }\end{array} & & \\\hline \begin{array} { l } \text { Developing and proposing } \\\text { salutions }\end{array} & & \\\hline \text { Handling objections } & & \\\hline \text { Closing the sale } & & \\\hline \text { Following up } & & \\\hline\end{array}$$

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Definitions:

Infringement Suit

A legal case brought against an individual or company for violating a patent, copyright, trademark, or other intellectual property rights.

Legal Expenses

Costs incurred by a business for legal services, such as attorney fees and court costs.

Goodwill

An intangible asset that arises when a business is acquired for more than the fair value of its net identifiable assets, representing the company's reputation, brand, or similar factors.

Internally Generated

Refers to assets, revenues, or values created through the operations and activities of the company, not through external acquisition.