An electronics store advertises a laptop computer for a discounted price. The manager notices that a salesperson has sold only the higher-end model. When asked about it, the salesperson responds he believes that the advertised laptop is not as good a value as the higher-end unit. The salesperson is selling up and, by sincerely meeting the needs of the customers, is also building loyalty for the store.

Question

Quizplus · Accepted Answer

The salesperson is practicing "selling up" by guiding customers towards a higher-end (and likely more expensive) model than the one advertised, believing it offers better value. By genuinely addressing the customers' needs and recommending products that better suit those needs, the salesperson can enhance customer satisfaction, which in turn can build loyalty towards the store.

An Electronics Store Advertises a Laptop Computer for a Discounted