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Which of the following is not one of the steps in the Strategic/Consultative Selling Model?

A) develop personal selling philosophy
B) develop relationship strategy
C) develop product strategy
D) develop ethnocentric policy
E) develop customer strategy

1 Answer

4 votes

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.

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