Nick Hemsworth began his career as a junior sales rep at medical devices manufacturer$-$ Grand Devices Prt Lid. $15$ years ago and has worked his way up to Senior Vice President of Sales for the entire USA. He is sood at his job, and his most significant personal satisfaction$-$also the cause of his steady rise in the company$-$is his ability to understand customers and their needs and to sell them appropriate solutions. As Senior Vice President, Hemsworth injects his department with this same commitment to understanding the customer's needs as the key to long$-$term, profitable sales relationships. To become a successful salesperson Hemsworth had to adopt a personal selling philosophy. Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has practiced and honed to become successfu?

$$ Develop the ability to create rapport with customers such that it seems to them they are buying from a friend

O Vatue Personal Selling

$$ Assume the role of problem solver or partner in heloing customers make informed and intelligent buying decisions

Addopt the marketing concept