The PRIMARY Way in Which Relationship Selling Creates Customer Value

question 329

Multiple Choice

The PRIMARY way in which relationship selling creates customer value is by

• A)assigning a single sales representative to a single customer.
• B)maintaining a long-term relationship of trust and respect.
• C)guaranteeing fair and equitable prices for each client regardless of the size of the purchase.
• D)providing cumulative discounts based on customer loyalty and the length of the customer relationship.
• E)guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.

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Definitions:

Reasoning

refers to the cognitive process of looking for reasons, engaging in logical thinking, and arriving at conclusions based on premises.

System II Thinking

A cognitive process that involves analytical, effortful, and logical thinking as opposed to quick, instinctual, and often biased System I thinking.

System I Thinking

A term from dual-process theory referring to fast, automatic, emotional, and subconscious thought processes.

Utility Theory

A theory in economics and finance that describes how individuals choose among different options or actions based on their expected happiness or satisfaction.