According to the Trust-Based Relationship Selling Process Framework, "Discovering Prospect's

question 26

Multiple Choice

According to the trust-based relationship selling process framework, "discovering prospect's needs" is a part of which component of the framework?

• A) Selling foundations
• B) Selling strategy based on customer needs and value
• C) Initiating customer relationships
• D) Developing customer relationships
• E) Enhancing customer relationships

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Definitions:

IDDR Approach

The IDDR Approach stands for Identify, Determine, Develop, and Respond, which is a systematic method used in problem-solving or project management.

Ethical Conflicts

Situations where individuals or organizations face dilemmas between different moral imperatives or ethical values.

Ethical Lapses

Ethical lapses are instances of behavior or decisions that fail to conform to a code of ethics, potentially compromising moral principles like honesty or integrity.

Moral Scrutiny

The examination or evaluation of actions, policies, or organizations based on ethical considerations and principles.