Salespeople can add to or detract from customer value depending on criteria such as efficiency and trustworthiness.

Question

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Salespeople play a crucial role in creating value for customers by providing information, advice, and assistance during the sales process. However, the quality of the interaction between the salesperson and customer can impact the customer's perception of the value received. For example, if the salesperson is efficient and trustworthy, they can add value by providing a smooth and reliable sales experience. On the other hand, if the salesperson is unprofessional, deceitful, or pushy, they can detract from customer value by creating a negative experience.

Salespeople Can Add to or Detract from Customer Value Depending