Explain with examples, the concept of solution selling
What will be an ideal response?
Student answers will vary. Solution selling approaches buyers from a solutions-to-problems approach rather than a product-purchase approach. Three forms include:
1. solutions to enhance customer revenues, e.g., Hendrix UTD has used its sales consultants to help farmers deliver an incremental animal weight gain of 5 percent to 10 percent over competitors
2. solutions to decrease customer risks, e.g., ICI Explosives formulated a safer way to ship explosives for quarries
3. solutions to reduce customer costs, e.g., W.W. Grainger employees work at large customer facilities to reduce materials-management costs.
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nformation processing and organizational theory approaches to organizations are largely based on the _____ theory.
A. situational B. systems C. trait D. behavioral
When making decisions regarding ethical business actions, managers should ________
A) minimize employee empowerment to achieve greater control B) focus mainly on the company's obligations to produce profits for its shareholders C) place the highest emphasis on enhancing the company's ability to benefit from a common pool of resources D) balance their obligation to shareholders with explicit contributions to the broader public good