The sales force's role when executing a Differentiated Strategy usually includes:
A) selling high margin products.
B) focusing on non-price benefits.
C) establish long-term customer relationships.
D) only a and b above.
E) a, b, and c are all likely to be included.

Question

Quizplus · Accepted Answer

When executing a differentiated strategy, the sales force must focus on the non-price benefits of the product or service, which are the key differentiating factors. They must sell high-margin products to generate profits, but also establish long-term customer relationships to sustain business growth. Therefore, all options a, b, and c are likely to be included in the sales force's role.

The Sales Force's Role When Executing a Differentiated Strategy Usually