According to the Textbook, Which of the Following Statements Regarding

question 22

Multiple Choice

According to the textbook, which of the following statements regarding managing customer expectations best summarizes what salespeople should strive to achieve?

• A) A salesperson should strive to match the customer's expectations to what is provided by his or her most direct competition.
• B) The higher the customer's expectations, the better, provided the seller can meet or exceed those expectations.
• C) Customer expectations of the selling organization should be set as high as possible to provide for reach in the service quality objective.
• D) The lower the customer's expectations, the better, so that the seller can easily and consistently exceed those expectations.

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