Ethan Is a Salesperson for an Industrial Equipment Manufacturer

Ethan is a salesperson for an industrial equipment manufacturer. Once a prospect becomes a new customer, Ethan looks for ways to improve the services provided by his company and engages in regular follow-up activities to convert the new customer into a loyal customer. In the context of relationship enhancers, Ethan is engaged in _____.

A) practicing the hard sell
B) adding value
C) getting referrals from the customer
D) practicing traditional selling
E) gaining more buyers