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:

Realistic Job Previews

A strategy used by organizations to provide potential employees with an accurate overview of a job's duties and realities, helping them to make informed decisions and setting realistic expectations.

Individualized Socialization

A process by which an individual acquires the personal skills and behaviors necessary for integrating into society, tailored to their individual experiences and needs.

Institutionalized Socialization

The process through which individuals learn and adopt the norms, values, and behaviors necessary for functioning within a particular institution or organization.

Psychosocial Function

The interrelation of social factors and individual thought and behavior, affecting a person's social functioning.