Using a consultative customer-oriented sales approach:
A) focuses on solo exchanges as the primary type of business transaction.
B) improves customer retention and firm profitability.
C) fails to improve relationship marketing efforts in business selling commodities.
D) leads to low behavioral loyalty.
E) reflects the lowest degree of relationship marketing efforts.

Question

Quizplus · Accepted Answer

Using a consultative customer-oriented sales approach improves customer retention by building a relationship with the customer and meeting their specific needs, which in turn leads to increased firm profitability. It is a key component of relationship marketing efforts, which focus on building long-term relationships with customers rather than just making one-time transactions. Solo exchanges, low behavioral loyalty, and a low degree of relationship marketing efforts are not associated with this approach.

Using a Consultative Customer-Oriented Sales Approach