AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms.
-John Collins has been a sales rep for AdVance for 18 years.When he began his career with AdVance he followed the money and sold to any customer he could convince to buy.In the last 5 years,however,he has been focusing on acting with integrity in every selling situation.As a result,he has discovered that his immediate close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers.What principle does this most likely demonstrate?
A) Transactional sales are built on lower prices.
B) Acting with integrity can be counterproductive to a salesperson.
C) No amount of professional success is worth sacrificing integrity.
D) A sales rep can have a long career even with low sales and few referrals.
E) Honesty and sincerity build long-term partnering relationships with customers.

Question

Quizplus · Accepted Answer

John Collins' experience demonstrates that honesty and sincerity foster long-term relationships with customers, leading to higher profitability despite a lower immediate close rate. This aligns with the principle that integrity and ethical behavior are important for long-term success, even if they may not lead to immediate gains.

AdVance Corporation Is a Company That Formulates and Manufactures Fertilizers