With _______,The Sales Representative Becomes a Long-Term,trusted,and Value-Adding Resource for a Customer

question 6

Multiple Choice

With _______,the sales representative becomes a long-term,trusted,and value-adding resource for a customer firm by gaining an in-depth understanding of its operations and by contributing analytical expertise to resolve pressing problems.

• A)adaptive selling
• B)transactional selling
• C)consultative selling
• D)enterprise selling

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Definitions:

Position Power

The authority associated with the leader’s formal position in the organization.

Emotional Control

The ability to manage and regulate one's own emotional responses.

Warm Working Relationships

professional relationships characterized by friendliness, support, and mutual respect among colleagues.

Mutual Trust

A reciprocal belief in the reliability, truth, ability, or strength of individuals or groups, fostering cooperative relationships.