Trust-based relationship selling requires salespeople whose actions are based on strategies that focus on customer needs and customer value.

Question

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Trust-based relationship selling is all about building a long-term relationship with a customer. To achieve this, salespeople must focus on understanding the customer's needs and delivering value that meets those needs. This requires a customer-centric approach rather than a product-centric approach.

Trust-Based Relationship Selling Requires Salespeople Whose Actions Are Based on Strategies