Mandy's Packaging Inc. is a multibillion-dollar supplier of packaging materials. One of its salespeople rearranged production schedules at three different plants to satisfy an unexpected demand for boxes from a major client
The salesperson's action is typical of the company's sales philosophy and indicates an emphasis on _____.
a. price-based selling
b. relationship selling
c. adaptive selling
d. persuasive selling
ANSWER: b
The salesperson's action is typical of the company's sales philosophy and indicates an emphasis on relationship selling. Relationship selling is a multistage process that emphasizes personalization and empathy as key ingredients in identifying prospects and developing them as long-term, satisfied customers.
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