For many salespeople, the core products they are selling provide the same features and benefits as those of their competitors, which make building long-term relationships more difficult. Which of the following statements is true regarding dealing with this type of competitive environment?
A) The best way to build long-term relationships is to offer the lowest price.
B) Competing on the basis of value provided tends to generate the least loyal customers.
C) The best way to build long-term relationships is to offer superior service quality.
D) Good salespeople are the only long-term source of competitive differentiation that produces loyal customers.

Question

Quizplus · Accepted Answer

When the core products are similar, the best way to differentiate oneself is through superior service quality. Providing excellent customer service creates a lasting impression and can lead to loyal customers. Competing solely on price or value can lead to customers switching to a competitor who offers a lower price or better value. A good salesperson can certainly help in building relationships, but superior service quality is the best long-term source of differentiation.

For Many Salespeople, the Core Products They Are Selling Provide