Many Firms with Complex Products Have Missionary Salespeople Who Assist

question 134

Multiple Choice

Many firms with complex products have missionary salespeople who assist customers with problems and implementation programs. These salespeople rarely sell products but often become involved in and knowledgeable about specific customers' needs and wants. These salespeople focus on a(n) __________ orientation with their customers.

• A) transactional
• B) external
• C) relational
• D) internal
• E) divisional

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Definitions:

Corporate

Relating to a large company or group, or pertaining to corporate businesses and their activities, strategies, and structure.

Fiber-Optic Cable

A type of cable made of glass fibers that transmit data at high speeds over long distances using light signals.

Twisted-Pair Cable

Cable made of copper wires that are twisted around each other and are surrounded by a plastic jacket (such as traditional home phone wire).

Coaxial Cable

A single copper wire surrounded by layers of plastic insulation, metal sheathing, and a plastic jacket; used mainly in cable television and cable Internet service.