MBI's sales strategy is based on having its sales representatives take the time to make the effort to develop lasting relationships with their customers. The focus is on obtaining a thorough understanding of the needs of each customer so that the representatives can provide practical ways to meet these needs using MBI's products and services. What does this example illustrate?
A) customer advocacy
B) tactical promotion
C) pre-emptive selling
D) consultative selling

Question

Quizplus · Accepted Answer

The example illustrates consultative selling, which involves the sales representatives taking time to understand the needs of each customer and providing practical solutions using the company's products and services. This approach focuses on building lasting relationships with customers, rather than just pushing for a quick sale.

MBI's Sales Strategy Is Based on Having Its Sales Representatives