Asked by Michael Covino on Jul 14, 2024
Verified
According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.
Collaborative Relationships
A partnership or working relationship where two or more parties work together towards a common goal, often seen in business contexts for mutual benefit.
Adversarial Arrangements
Situations or agreements where parties involved have opposing interests or are in competition with each other.
- Analyze the shift from collaborative to adversarial sales relationships.
Verified Answer
YF
Yordan FandoJul 16, 2024
Final Answer :
False
Explanation :
Salespeople and customers say that a significant shift has occurred in their expectations of the outcome of sales agreements-from the adversarial win-lose to the more collaborative "win-win" arrangement. To achieve a mutually beneficial agreement, salespeople and customers must work together to develop a common understanding of the issues and challenges at hand.
Learning Objectives
- Analyze the shift from collaborative to adversarial sales relationships.
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