Question: Identify a true statement about upgrading during the expansion phase of a sales relationship.Multiple ChoiceDuring a modified rebuy, the salesperson should take advantage of the
Identify a true statement about upgrading during the expansion phase of a sales relationship.Multiple ChoiceDuring a modified rebuy, the salesperson should take advantage of the relationship with the customer to maximize sales.The objective of upgrading is to expand the seller's business by selling to the customer in bulk quantities.To upgrade a customer, the salesperson must show that the initial purchase was not exactly what the customer needed.During a modified rebuy in the expansion phase, the salesperson should emphasize that the initial decision was a good one.
Step by Step Solution
There are 3 Steps involved in it
Get step-by-step solutions from verified subject matter experts
