According to the textbook, given the increasing importance of building trust with customers and an emphasis on establishing and maintaining long-term relationships, what do today's buyers expect from salespeople?
A) Buyers expect salespeople to be self-serving but empathetic.
B) Buyers expect salespeople to pursue corporate objectives while balancing conflicting demands.
C) Buyers expect salespeople to focus on creating value in the short term.
D) Buyers expect salespeople to contribute to the success of the buyer's firm.

Question

Quizplus · Accepted Answer

According to the textbook, today's buyers expect salespeople to contribute to the success of the buyer's firm by building trust and establishing long-term relationships. Salespeople must focus on creating value in the long term and prioritize the interests of the buyer's firm over their own corporate objectives or conflicting demands. Therefore, choice D, which states that buyers expect salespeople to contribute to the success of the buyer's firm, is the best answer.

According to the Textbook, Given the Increasing Importance of Building