When practicing trust-based relationship selling, salespeople should do all of the following except:
A) Act as a business consultant and long-term ally.
B) Participate in two-way and collaborative communication.
C) Practice stimulus-response selling.
D) Be actively involved in the customer's decision making process.
E) Provide continued follow-through.

Question

Quizplus · Accepted Answer

Trust-based relationship selling involves building a relationship with the customer and acting as a trusted advisor. This approach is not based on stimulus-response selling, which is a more traditional sales approach that focuses on presenting a message or offer that will trigger an immediate response from the customer. Therefore, practicing stimulus-response selling is not a part of trust-based relationship selling.

When Practicing Trust-Based Relationship Selling, Salespeople Should Do All of the Following