Ingram Chapter 1.docx - Ingram Chapter 1 1 focuses on solving customer problems providing opportunities and adding value to the customer\u2019s business

Ingram Chapter 1.docx - Ingram Chapter 1 1 focuses on...

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Ingram Chapter 1 1._________ focuses on solving customer problems, providing opportunities, and adding value to the customer’s business over a long period of time. a. Formula selling b. Stimulus-response selling c. Mental states selling d. Transaction-focused traditional selling e. Trust-based relationship selling 2.Which of the following is one of the differences between transaction-focused traditional selling and trust-based relationship selling? 4. Jared Sherrod is trying to sell his company’s product to Kylie Reilly. Jared asks Kylie a series of questions, expecting a “yes” in response to each. Jared believes that if Kylie says “yes” enoughtimes, she’ll also say “yes” when he tries to close the sale by asking her to buy. Jared appears to be using the __________ sales approach. 5. Unlike other selling approaches that are described in your textbook, __________ focuses on helping customers achieve their strategic goals. 6. A salesperson who uses the __________ approach to selling must be prepared to engage in a highly adaptive style of selling. a. mental states b. problem-solving c. stimulus-response d. All of the above. e. None of the above.
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