Author Question: For many salespeople, the core products that they are selling provide the same features and benefits ... (Read 106 times)

KWilfred · **on:** Jun 28, 2018

For many salespeople, the core products that they are selling provide the same features and benefits as those of their competitors. Which of the following statements is true regarding this sort of competitive environment?
A) The best way to build long-term relationships is to offer the lowest price.
B) The best way to build long-term relationships is to offer superior service quality.
C) Competing on price produces customers who are loyal and easy to keep.
D) This sort of competitive environment is rare.
E) Service quality includes salespeople promising to exceed customer expectations.

Question 2

Under what conditions is it no longer worthwhile to keep a customer?

lkoler · **Reply #1 on:** Jun 28, 2018

Answer to Question 1

B

Answer to Question 2

Guidelines for severing relationships with customers include the following conditions:
The account is no longer profitable.

Conditions specified in the sales contract are no longer being met.

Customers are abusive to the point that it lowers employee morale.

Customer demands are beyond reasonable, and fulfilling those demands would result in poor service for the remaining customer base.

The customer's reputation is so poor that associating with the customer tarnishes the image and reputation of the selling firm.