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Match the concept with its definition.

Match the concept with its definition.



Customer value


Sales productivity


Sales manager


Personal selling


Transactional selling

Trust-based relationship selling


Adaptive selling


Mental states selling


Problem-solving selling


Consultative selling

A.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 process

B.Focusing on maximizing the outcomes of individual transactions rather than on longer-terms relationships with customers

C.The process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization

D.An extension of need satisfaction selling that develops alternative solutions for satisfying needs

E.Involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships

F.Includes the costs associated with generating sales and serving customers and emphasizes producing more sales for a given level of costs

G.Individual who works with the systems and processes and interacts with the people involved in making a sales organization successful

H.The importance customers place on products that solve their problems

I.The ability of a salesperson to alter their sales messages and behaviors during a sales presentation

J.Involves initiating, developing, and enhancing long-term customer relationships by earning customer trust

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