Creating a Custom-Fitted Solution for a Customer with Complex Buying

question 77

Multiple Choice

Creating a custom-fitted solution for a customer with complex buying needs is referred to as:

• A)consultative selling.
• B)solution selling.
• C)product configuration.
• D)value-added selling.
• E)system selling.

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Definitions:

Social Order

A societal concept that implies a set of linked social structures, practices, and institutions which collectively ensure and maintain stability and predictability.

Identity Fusion

A profound feeling of oneness with a group and a perception that one’s personal identity and group identity are essentially the same. It is a strong motivator of collective action.

Ingroup Bias

The tendency to favor members of one's own group over those from different groups.

Power Distance

A term used in cultural studies and sociology to describe the extent to which less powerful members of institutions and organizations within a country expect and accept that power is distributed unequally.