Question

Full-line selling is a sales strategy that

A. Sells only the full-line or nothing
B. Leverages marketing relationships to sell the full-line
C. Induces full-line sellers to reorder more rapidly
D. Defines the line over which market intermediaries must extend themselves to effectively manage CRM
E. Upgrades low-level relationships to full-line intermediaries

Answer 1

Full-line selling is a sales strategy focused on leveraging a company's full range of products to maximize sales and strengthen customer relationships, which corresponds to option B of the question.

Step-by-step explanation:

Full-line selling is a sales strategy that leverages a company's full range of products to create better relationships with customers and maximize sales opportunities. It involves trying to sell all of the products a company offers to its customers. This strategy benefits both the seller, by increasing the sales volume per customer, and the buyer, by providing a one-stop shopping experience.

Option B, 'Leverages marketing relationships to sell the full-line', is the correct answer to the student's question. In practice, a salesperson using full-line selling would assess a customer's needs and introduce them to a full range of products that the company offers, rather than just a single product, ensuring that the customer is aware of the full value the company can provide.