_____ selling, a variation of team selling, uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.
A) Functional
B) Key account
C) Co-marketing
D) Multilevel
E) Logistical alliance

Question

Quizplus · Accepted Answer

The description is consistent with multilevel selling, which involves a team of salespeople from different levels of the organization working together to maintain a relationship with the key account customer. Option A is incorrect because functional selling refers to assigning different tasks to different functional areas within the selling organization. Option B is incorrect because key account selling relies on a dedicated team of individuals who focus exclusively on managing and serving the key account customer. Option C is incorrect because co-marketing involves two or more companies working together to promote and sell a product or service. Option E is incorrect because logistical alliances are formed between two or more companies to enhance the distribution, delivery, or supply chain processes of their products or services.

_____ Selling, a Variation of Team Selling, Uses an Ad