Final answer:
The incorrect step in the Strategic/Consultative Selling Model is 'develop ethnocentric policy,' which is not part of the model that includes developing a personal selling philosophy, relationship strategy, product strategy, and customer strategy. The answer is option D.
Step-by-step explanation:
The step that does not belong to the Strategic/Consultative Selling Model is develop ethnocentric policy. The model focuses on forming a comprehensive plan for sales professionals to form business relationships and sell products effectively. It contains steps such as developing a personal selling philosophy, relationship strategy, product strategy, and customer strategy.
Each step corresponds to a specific element of the sales process:
- Develop personal selling philosophy - Build a value-oriented, customer-focused approach to selling.
- Develop relationship strategy - Establish trust and rapport with customers.
- Develop product strategy - Understand and articulate the benefits of the product.
- Develop customer strategy - Tailor sales techniques to meet the individual needs and preferences of each customer.
An ethnocentric policy is not part of this model; rather, it is a viewpoint where one's own culture is considered superior to others, which would not be a productive approach in a consultative selling strategy that values customer needs and cultural sensitivity.