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- This chapter discusses that at the heart of every business endeavor is an exchange between buyer and seller. How does this relate to TripAdvisor’s business?Why would you want to develop selling strategies that create value?How would you determine whether a firm’s retail prices are above, at, or below the market?
- What is meant by a coupon in business?What factors influence the choice of method for selling?Assume your company makes Laptop and Computer products. Make a list of all the companies that could be potential customers of your firm. Then identify all the markets from which their demand is derived. What factors might influence the success or failure of your business in these markets?
- Why it is important that a salesperson develop a good long-term relationship with its buyer rather than just delivering what is being ordered? How does a good relationship contribute to business growth in the long run?The goal of key account selling is to build long-term customer relationships and ultimately to achieve customer loyalty. Briefly describe the benefits to the selling organization that may result from long-term customer relationshipsHow do key-account sellers operate?