Question 1Match the concept with its definition. – A. B. C. D. E. F. G. H. I. J. Customer value – A.

Question 1Match the concept with its definition. – A. B. C. D. E. F. G. H. I. J. Customer value – A. B. C. D. E. F. G. H. I. J. Sales productivity – A. B. C. D. E. F. G. H. I. J. Sales manager – A. B. C. D. E. F. G. H. I. J. Personal selling – A. B. C. D. E. F. G. H. I. J. Transactional selling – A. B. C. D. E. F. G. H. I. J. Trust-based relationship selling – A. B. C. D. E. F. G. H. I. J. Adaptive selling – A. B. C. D. E. F. G. H. I. J. Mental states selling – A. B. C. D. E. F. G. H. I. J. Problem-solving selling – A. B. C. D. E. F. G. H. I. J. Consultative sellingA.Individual who works with the systems and processes and interacts with the people involved in making a sales organization successfulB.The ability of a salesperson to alter their sales messages and behaviors during a sales presentationC.An approach that assumes that the buying process for most buyers is essentially identical and that buyers can be led through steps in the buying processD.Includes the costs associated with generating sales and serving customers and emphasizes producing more sales for a given level of costsE.Focusing on maximizing the outcomes of individual transactions rather than on longer-terms relationships with customersF.An extension of need satisfaction selling that develops alternative solutions for satisfying needsG.Involves initiating, developing, and enhancing long-term customer relationships by earning customer trustH.Involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationshipsI.The importance customers place on products that solve their problemsJ.The process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization

 

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