Question

A current sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships is called _____________ selling .

a. consultative
b. persuasive
c. discount
d. price-based

Answer 1

a. consultative

Step-by-step explanation:

In consultative selling, the seller is more of a consultant than a sales representative. He or she engages the customer in a bid to understand the kind of a solution that best suits the client. The focus is not to close the sale as fast as possible but understand the client's needs first. Consultative selling is also called relationship selling.

Relationship or consultative selling is in contrast to transactional selling, where the seller tries to push a product to the client. Consultative selling attempts to establish a journey towards closing the sale. In this journey, the seller and client consult and agree on the best product to address the customer needs. The relationship leads to a win-win situation where the customer gets an ideal solution, and a sale is closed.

Consultative selling best applies in high-end products where the decision to but may take a few weeks.