Answer:
When a firm shifts from transactional to value-added and relationship approach of selling the following changes takes place in the way the salesperson approaches he customer and their job:
- Whilst the objective the transactional approach is to make a sale, the relational approach is to build trust. When a customer trusts their sales person, it means they hold the sales person to put their interests first or at least take care of their interests whilst taking care of their too.
- The relational approach is more focused on retaining existing customers than making new ones. This is the obverse of a transactional relationship. It is said that it costs about 5 times extra to get a new client than what it takes to keep one. Thus the smart company focuses on honing this skill until they are better off for it.
- in a transactional approach, the nature of the relationship is relatively short, whilst it is stronger and longer in a relational approach. A Relational approach to selling can sometimes occur in the grey line between personal and official relationships.
- In a relationship-based approach to selling, the firm focuses on adding value in the primary areas of concern for the client as well as other areas. For example, a client - the CEO of a start-up requires recruitment, onboarding, and standard operating procedure as services from a HR firm. As a relational HR person, the best way to proceed would be to give him exactly what he wants and stil go ahead to add more value in other areas by giving templates of letter of appointment to the client.
Cheers!
A hypothesis, which is the theory that will be tested and either explained or disproved during the course of the research.
Answer:
The correct answer is letter "D": job specification.
Explanation:
Job specification files include all the positions within a firm, the duties of the individuals in charge, and the profile of the professional who will cover those activities. Certifications, qualifications, and skills are described in detail in those documents that serve as a guide for Human Resources (HR) representatives at the moment of carrying out a selection process.
Answer:
Item Inventory at the lower-of-cost-or-market
#1 $214.50
#2 $240.00
#3 $266.50
#4 $315.00
#5 $422.50
Explanation:
Note: This question is not complete. The complete question is therefore provided before answering the question. See attached pdf file for the complete question.
Also note: See the attached excel file for the determination of the value of inventory by applying the lower-of-cost-or-market rule.
From the attached excel file, we have:
Item Inventory at the lower-of-cost-or-market
#1 $214.50
#2 $240.00
#3 $266.50
#4 $315.00
#5 $422.50
<span class="sg-text sg-text--link sg-text--bold sg-text--link-disabled sg-text--blue-dark">
xlsx
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<span class="sg-text sg-text--link sg-text--bold sg-text--link-disabled sg-text--blue-dark">
pdf
</span>
Answer:
Best estimate of the current stock price= $42.64
Explanation:
Price of the stock today = 
.
where P2 = 
D0=$1.75
D1=$1.75(1.25)
D2=$1.75(1.25)(1.25)
D3=$1.75(1.25)(1.25)(1.06)
Price of the stock today = 
. = $42.64
