With Respect to the Knowledge Required by the Salesperson, What

question 14

Multiple Choice

With respect to the knowledge required by the salesperson, what is the main difference between transaction-focused traditional selling and trust-based relationship selling?

• A) Transaction-focused selling requires a broader range of knowledge on the part of the salesperson.
• B) A salesperson using trust-based relationship selling needs to know less about the customer's business and industry than one using transaction-focused traditional selling.
• C) Trust-based relationship selling requires less knowledge on the part of the salesperson due to the high levels of trust involved.
• D) A salesperson using trust-based relationship selling needs to know more about the customer's business and industry than one using transaction-focused traditional selling.

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Definitions:

Net Income

The residual income of a business following the subtraction of all taxes and costs from the total revenue.

Gross Profit

The financial metric calculated as sales revenue minus the cost of goods sold, indicating the efficiency of a company in producing and selling its goods.

Sales Discounts

Reductions in the sales price offered by a seller to a buyer, often to prompt early payment or bulk purchases.

Accounts Receivable Turnover Ratio

A financial metric indicating how efficiently a company collects cash from its credit customers by measuring how often receivables are collected during a period.