With respect to the knowledge required by the salesperson, what is the main difference between transaction-focused traditional selling and trust-based relationship selling?
A) Transaction-focused selling requires a broader range of knowledge on the part of the salesperson.
B) A salesperson using trust-based relationship selling needs to know less about the customer's business and industry than one using transaction-focused traditional selling.
C) Trust-based relationship selling requires less knowledge on the part of the salesperson due to the high levels of trust involved.
D) A salesperson using trust-based relationship selling needs to know more about the customer's business and industry than one using transaction-focused traditional selling.

Question

Quizplus · Accepted Answer

The main difference between transaction-focused traditional selling and trust-based relationship selling is that the latter requires the salesperson to have a deeper understanding of the customer's business and industry in order to build a relationship based on trust. Therefore, a salesperson using trust-based relationship selling needs to know more about the customer's business and industry than one using transaction-focused traditional selling. Option A and C are incorrect as they provide an incorrect assessment regarding the knowledge required by the salesperson. Option B is incorrect as it suggests that trust-based relationship selling requires less knowledge, which is not true.

With Respect to the Knowledge Required by the Salesperson, What