The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach,which uses several professionals to make a sale and win a contract.This approach is called:

Question

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The approach described in the question, where several professionals work together to make a sale and win a contract, is called team selling. Option A, cooperative selling, is a term that may be used interchangeably with team selling, but it is not the best choice as it may cause confusion. Option C, missionary selling, refers to a situation where a salesperson educates prospective customers about a product or service without making a direct sale. Option D, account management, involves maintaining and nurturing relationships with existing customers to retain their business in the long run. While it is relevant to the question stem, it is not the most specific answer. Therefore, option B is the best choice.

The Increasing Importance of Nurturing Long-Term and Widespread Relationships with Customers