MBI's sales strategy is based on having its sales representatives taking the time to develop lasting relationships with their customers. The focus is on obtaining a thorough understanding of the needs of each customer so that representatives can provide practical ways to meet these needs through MBI's products and services. This is an example of a form of promotion known as _____.
A) preemptive selling
B) consultative selling
C) tactical promotion
D) customer advocacy

Question

Quizplus · Accepted Answer

The sales strategy described in the passage is an example of consultative selling, where the focus is on understanding the needs of the customer and providing practical solutions to meet those needs through the products and services offered. It is not preemptive selling, which involves getting customers to buy a product before they realize they need it, or tactical promotion, which is a more short-term-focused approach to increasing sales. Customer advocacy is a broader concept that refers to actively promoting and advocating for the interests of the customer, which is related but not specific to the sales strategy described in the passage.

MBI's Sales Strategy Is Based on Having Its Sales Representatives