Which statement best describes the key difference between compatibility/likability and the other dimensions used by salespeople to build trust?
A) Compatibility/likability should also be established with key gatekeepers within the customer's organization in addition to the customer.
B) The dimension of compatibility/likability is less important than the other dimensions used to build trust, as customers tend to pay more attention to value created than to emotion.
C) Due to sales force turnover, the dimension of compatibility/likability is the least transferable dimension used to build trust.
D) It is difficult to prove that a relationship exists between compatibility/likability and purchase intentions.

Question

Quizplus · Accepted Answer

The key difference between compatibility/likability and the other dimensions used by salespeople to build trust is that compatibility/likability should also be established with key gatekeepers within the customer's organization in addition to the customer. The other dimensions, such as expertise, reliability, and intimacy, primarily focus on the relationship between the salesperson and the customer.

Which Statement Best Describes the Key Difference Between Compatibility/likability and the Other