Market knowledge expertise involves converting into knowledgeable insights-and those insights must be shared with customers. Assumptions Personal information Current events Data Question 27 (2 points) During the sales interaction, as part of co-creating solutions, salespeople and their customers may need to to synthesize their goals and achieve acceptable agreements. Hard-bargain Compromise Accommodate Postpone A contains the outcomes a sales organization seeks to achieve through its relationship with that account. Buying center Sales strategy Tactic Sales team The term refers to a person's focus on the external world. Agreeableness Neuroticism Open-mindedness Extraversion Question 31 (2 points) Some organizations use a sales organization to communicate relevant information supporting the strategy to curstomer accounts; this view of the sales force constrains its purpose to essentially doing nothing more than implementing the promotion mix. Customers Advertising Production Marketing Not only does consider how the customer can achieve its goals in the markets it serves; it is a type of customer-centric planning that seeks to improve market outcomes for the customer. Goal congruence Relationship building Market-driven sales planning A fluid sales team Question 33 ( 2 points) The primary goal of the SAM team is not simply to sell more products, but to sell products that help the seller the strategic account. Build a stronger relationship with Market to Monopolize Analyze