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!
Answer:
Market price = $2,464.21
Explanation:
coupon rate = 5.86% / 2 = 2.93%
YTM = 4.3% / 2 = 2.15%
face value = $2,000
periods to maturity = 24 x 2 = 48
Present value of face value = $2,000 / (1 + 2.15%)⁴⁸ = $720.42
Present value of coupon payments = $58.60 x {[1 - 1/(1 + 0.0215)⁴⁸ ] / 0.0215} = $1,743.79
Market price = $2,464.21
The problem with this survey is: <span>The sample is too small so it is a flawed sampling method
The survey with this kind of small number often does not represent the truth of the general recipients simply because it does not leave enough room for margin of errors.
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These are called in kind benefits or benefits in kind. They are benefits which are given to employees or directors from their company. However, these are not included in their salary wages. They are also called perks or fringe benefits and they include things like company cars, medical insurance, and cheap loans.<span> </span>
Answer: pay satisfaction and promotion satisfaction
Explanation:
The Job Descriptive Index is designed in order to determine the satisfaction of employees with their jobs.
Since the company's pay scale meets the industry norm but does not exceed it, and the managers tend to stay at the same job level for a long time, then the company will score low on in a JDI survey in the area of pay satisfaction and promotion satisfaction.
