Define the five different service quality factors

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Reference no: EM132227627

Consultative Selling

1. Your accounts will judge the way you provide service after the sale in five different ways. Name and define the five different service quality factors.

2. Why is it considered not good enough to simply satisfy your accounts? What does an organization or a consultative salesperson need to do in order to add value beyond “satisfaction?”

3. When asked, “what did accounts say they needed from a sales organization in order to build loyalty?” Do you see these tasks as being part of the consultative consultant’s role? Why or why not?

4. What is a “sticky” relationship? How can building sticky relationships lead to repeat sales?

Reference no: EM132227627

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