When Practicing Trust-Based Relationship Selling, Salespeople Should Do All of the Following

question 53

Multiple Choice

When practicing trust-based relationship selling, salespeople should do all of the following except:

• A) Act as a business consultant and long-term ally.
• B) Participate in two-way and collaborative communication.
• C) Practice stimulus-response selling.
• D) Be actively involved in the customer's decision making process.
• E) Provide continued follow-through.

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Definitions:

Explicitly Considered

Directly factored into an analysis or decision-making process without assumptions or implications.

Cash Flows

The total amount of money being transferred into and out of a business, particularly in terms of operational activities.

Relative Risk

The level of uncertainty or volatility of an investment in comparison to another investment or to a market benchmark.

Discount Rate

The interest rate charged to commercial banks and other depository institutions for loans received from the Federal Reserve's discount window; also used in discounted cash flow (DCF) analysis to determine present value.