According to the Textbook, Why Is a Sales Strategy Important

question 58

Multiple Choice

According to the textbook, why is a sales strategy important?

• A) The extent and type of relationships that must be developed with customer groups to achieve sales objectives depend upon it.
• B) The sales message that must be delivered to different customer groups to achieve sales objectives depends on it.
• C) It has a major influence on firm sales and profit performance, as well as other sales management decisions such as recruitment, selection, training, and compensation.
• D) It matches selling strategies with relationship strategies for maximum effectiveness and efficiency.

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Definitions:

Excellent

Refers to a high level of quality or superiority.

Emotional Support

Assistance provided through empathy, concern, and understanding to help individuals cope with stress or emotional burdens.

Instrumental Support

Practical assistance or resources provided to individuals to help them fulfill their tasks or achieve their goals.

Service Gaps Model

A framework used to identify and analyze the gap between customer expectations and the actual services delivered, aiming to improve service quality.