AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry.The company produces several standardized formulas that can be purchased directly through the retail arms of the company,but it also formulates custom fertilizers for farms.
-John Collins has been a sales rep for AdVance for 18 years.When he began his career with AdVance he followed the money and sold to any customer he could convince to buy.In the last 15 years,however,he has been focusing on acting with integrity in every selling situation.As a result,he has discovered that his immediate close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers.What principle does this demonstrate?
A)transactional sales are built on lower prices
B)acting with integrity can be counterproductive to a salesperson
C)no amount of professional success is worth sacrificing integrity
D)a sales rep can have a long career even with low sales
E)trust is the necessary basis for a long-term relationship

Question

Quizplus · Accepted Answer

The principle demonstrated is that trust is the necessary basis for a long-term relationship. By focusing on integrity in every selling situation, John Collins has developed a highly profitable group of long-term customers, indicating that trust has been established between him and his customers. This has resulted in a steady, long-term stream of business rather than just short-term gains.

AdVance Corporation Is a Company That Formulates and Manufactures Fertilizers