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Management Studies

1. When a firm shifts from traditional selling to a value-added approach, a number of changes have to take place in the way a salesperson approaches customers as well as his or her own job. List as many of these changes as you can explain why each is important making value-added selling work.

2. Why is it important to talk about selling solutions instead of products or services? How does selling solutions further the success of a relationship selling approach?

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Operation Management, Management Studies

Category:- Operation Management
Reference No.:- M92495325

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