Presenting What You Perceive to Be a Solution for a Customer's

question 68

Multiple Choice

Presenting what you perceive to be a solution for a customer's problem before the customer is ready to make a purchase decision, is most likely to jeopardize the sale in which of the following types of relationships

• A) transactional
• B) consultative
• C) enterprise
• D) only b and c above
• E) a, b, and c above

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Definitions:

Interactional Justice

The perception of fairness regarding interpersonal treatment people receive in organizational procedures and interactions.

Procedural Justice

The fairness and transparency of the processes used to make decisions and resolve disputes within organizations.

Distributive Justice

The fairness of the downsizing decision.

Culture Change

The process of transforming the shared values, norms, and practices within an organization to reflect new strategies or improve performance.