Cite this document Show (“Sales Management Question Term Paper Example | Topics and Well Written Essays - 1000 words”, n.d.) (Sales Management Question Term Paper Example | Topics and Well Written Essays - 1000 Words) “Sales Management Question Term Paper Example | Topics and Well Written Essays - 1000 Words”, n.d. https://studentshare.org/marketing/1422838-sales-management-question.
 Name : Clas s: Dat e: Chapter 01: Overview of Personal Selling True / False 1. Personal selling and sales promotion are both forms of marketing communication. a. True b. Fals e ANSWER: True 2. Sales does not meet the criterion of making a significant contribution to society. a. True b. Fals e ANSWER: Fals e 3. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity. a. True b. Fals e ANSWER: True 4. Consumers who are likely to be late adopters of an innovation often rely on the salesperson as a primary source of information. a. True b. Fals e ANSWER: Fals e 5. When well-informed, specialized salespeople provide useful information to potential customers, these customers do not purchase the new product from a lower-cost outlet. a. True b. Fals e ANSWER: Fals e 6. While acting as an agent of innovation, the salesperson invariably encounters openness and acceptance from consumers in the latter stages of the diffusion process. a. True b. Fals e ANSWER: Fals e Copyright Cengage Learning. Powered by Cognero.Page 1 You are here: Home / Uncategorized / Relationship Selling vs. Transaction Selling If we have said it once, we have said it a thousand times… Business is all about building relationships! While we are not saying that a transactional approach to selling is ineffective, what we are saying is that it is not the most efficient way to make a sale. The main difference between relationship selling and transactional selling is in the approach. • Transactional Selling: This strategy is all about short-term solutions. The sales rep is primarily concerned with the promotion and selling of the product with little or no emphasis on customer needs. This strategy, also known as traditional selling, is all about the single sale. • Relationship Selling: This strategy is all about building long-term relationships. The sales rep gets to know his/her customer, their needs and their wants. Then and only then does the salesperson even think about trying to make a sale. One of these sales solutions has a higher probability of multiple transactions. We will let you guess which sales strategy we are talking about… If you guessed Relationship Selling, then you are right! Organizations that utilize a relationship building approach to sales have a competitive edge over their rivals. Companies that practice relationship selling continually see substantial growth in revenues and lower expenses, year after year. This is because it is cheaper to keep an existing client than it is to establish new clients with each and every sale. It has been said that 80% of an organization’s business comes from 20% of its customers, those satisfied customers who keep coming back for more. So as you can see, a relationship-based sales strategy has tremendous upside. If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today! At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges. Follow us on Facebook and Twitter as well! Sources: Assignment Marketing Which of the following is a key difference between trust based relationship selling?Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling? a. In trust-based relationship selling the customer is the primary focus, whereas in transaction-focused traditional selling the salesperson is the primary focus.
How is relationship selling different than traditional selling?While transactional marketing is focused on short-term communications, relationship marketing focuses on the long-term benefits of building relationships and brand loyalty. Customer interaction is minimal in transactional marketing and does not occur beyond the sale.
What is transaction focused traditional selling?In short, transactional selling is a sales strategy that is focused solely on making a quick sale or transaction with no emphasis on learning the actual pain of a customer and how their product can solve that pain.
What did you learn from using the trust based selling process?Trust based selling means you're confident and more than OK to tell their clients or potential clients when something won't work, or if they won't be the right fit. You'll quickly break trust if you try and close a sale or up sell something that you have no business offering a current or potential client.
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Which of the following is a key difference between trust based relationship selling in transaction focus traditional selling?
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