Possessing Strong Product, Service, and Customer Knowledge Bases Helps Salespeople

question 53

Multiple Choice

Possessing strong product, service, and customer knowledge bases helps salespeople do a better job of:

• A) creating value-added solutions to the specific needs of their customers.
• B) competing on price.
• C) knowing how low they can drop the price and still make a profit.
• D) increasing profitability by controlling selling expenses.
• E) manipulating the customer into buying the most profitable solution.

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Definitions:

Strategic Opportunism

A way of making decisions that balances long-term goals with the flexibility to take advantage of immediate opportunities.

Long-Term Objectives

Goals that an organization aims to achieve over an extended period, typically beyond one year, to guide strategic direction and growth.

Short-Term Problems

Issues or challenges that need immediate resolution but do not typically affect long-term performance or strategy.

Strategic Opportunism

The practice of staying open to new opportunities while having a strategic framework to guide decision-making.