Luisa Has Been in Sales for About Three Years

question 29

Multiple Choice

Luisa has been in sales for about three years.In that time,she has learned that different sales presentations are necessary for different customers.In fact,she often changes her presentation during her sales calls depending upon the nature of the selling situation she encounters.Luisa is using:

• A) generalized selling strategies.
• B) referral opening.
• C) adaptive selling.
• D) seeding.
• E) standardized sales strategies.

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Definitions:

Supply Chain

The network of all the individuals, organizations, resources, activities, and technology involved in the creation and sale of a product, from the delivery of source materials from the supplier to the manufacturer, and ultimately to the end-user.

Horizontal Collaboration

A strategic partnership between firms at the same level in the supply chain, aimed at improving efficiency or gaining market advantage.

3PLs to 3PLs

The interaction or service exchange between third-party logistics providers, often to leverage each other's resources or networks.

Buyer to Buyer

A transaction or interaction that occurs directly between buyers, typically in a marketplace setting without intermediary sellers.