Prior to the introduction of consultative selling and the partnering era,closing was often presented as:
A)less relevant than strategy
B)a type of win-win negotiation
C)an unnecessary aspect of selling
D)a minor component of personal sales
E)the most important aspect of the sales process

Question

Quizplus · Accepted Answer

Prior to the introduction of consultative selling and the partnering era, closing was often presented as the most important aspect of the sales process. The emphasis was on persuading the customer to make a quick decision and close the deal. However, with the shift towards consultative selling, the focus has shifted towards building relationships and understanding customer needs, rather than just closing the deal.

Prior to the Introduction of Consultative Selling and the Partnering