John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies). He stops in to see his contact at Suncor Energy, one of his large corporate accounts, once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond. John is likely focused on which aspect of selling?

Question

Quizplus · Accepted Answer

John is focused on developing a strong personal bond with his contact at Suncor Energy, which is a key aspect of relationship selling. He offers free test drives in order to keep his contact interested, which helps to build trust and rapport between them.

John Is a Salesperson for Ford Vehicles in Charge of Large