John Collins has been a sales rep for AdVance for 18 years. When he began his career with AdVance he followed the money and sold to any customer he could convince to buy. In the last five years,however,he has been focusing on acting with integrity in every selling situation. As a result,he has discovered that his initial close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers. What principle does this most likely demonstrate?
A)Transactional sales are built on lower prices.
B)Acting with integrity can be counterproductive to a salesperson.
C)No amount of professional success is worth sacrificing integrity.
D)A sales rep can have a long career even with low sales and few referrals.
E)Honesty and sincerity build long-term partnering relationships with customers.

Question

Quizplus · Accepted Answer

The scenario demonstrates that focusing on acting with integrity has led to the development of a profitable group of long-term customers, suggesting that honesty and sincerity build long-term partnering relationships with customers. The other options are not supported by the given information.

John Collins Has Been a Sales Rep for AdVance for 18