Evolution of Sales Strategies
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Questions and Answers

What is the main focus of Sales 2.0?

  • Increasing competitive edge for customers
  • Customer transactional behavior
  • Building strong relationships with customers (correct)
  • Selling new insights to customers

    • What is the role of the Problem Solving Unit (PSU) in the buying process?

  • Making transactional decisions
  • Responding to developments in the market
  • Focusing on the customer’s challenges
  • Solving problems on the supplier side (correct)

    • Why has inside sales been on the rise in recent years?

  • Increased focus on digital interaction (correct)
  • Lower costs and minimal impact on B2B products/services
  • Less time and openness to face-to-face interactions
  • Decreased opportunities in information technology

    • What characterizes Sales 3.0?

    <p>Proactive thinking and responding to developments</p> Signup and view all the answers

    What is the primary concern of inside sales?

    <p>Remote sales and digital interaction</p> Signup and view all the answers

    What does DMU stand for in the buying process?

    <p>Decision Making Unit</p> Signup and view all the answers

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