The Increasing Importance of Nurturing Long-Term and Widespread Relationships with Customers

question 222

Multiple Choice

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach that uses several professionals to make a sale and win a contract.This approach is referred to as cross-functional __________.

• A)account management
• B)cooperative selling
• C)missionary selling
• D)formula selling
• E)team selling

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Definitions:

Supply Chain

The interconnected sequence of processes involved in the production and distribution of a commodity, from raw materials to end-user delivery.

Distributor

An intermediary entity between the producer of a product and another entity in the distribution channel or supply chain, such as a retailer or end consumer.

Manufacturer Profit

The financial gain a manufacturing company obtains from producing and selling its goods, calculated by subtracting costs from revenue.

Retailer Profit

The financial gain that a retailer earns from selling products or services, after subtracting the costs of purchasing or producing those items.