Name one type of sales approach that has been shown to, Operation Management

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Name one type of sales approach that has been shown to

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One question in 3 parts

A. What is the term used to describe the action of a negotiation team member who tries to begin the negotiation during the preliminaries when the other party is not expecting it ?

B. Name one type of sales approach that has been shown to improve both customer retention and firm profitability?

C. What are the negative consequences of the traditionla emphasis on getting the sale no matter what ?

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