Which characteristic is associated with transaction-selling?

• A. There is a continuous follow-up with the customer after the sale has been made.
• B. Communication is one-way from the salesperson to the buyer.
• C. Building trust and building relationships with the customer is the goal.
• D. Selling tactics are used to sell the buyer.

Answer: (B)

Transaction-selling centers on closing the sale with minimal ongoing engagement. The defining behavior is one-way communication: the salesperson delivers information, presents features and price, and pushes for a quick close, with little invitation for the buyer to share needs or feedback. This contrasts with relationship selling, which relies on two-way dialogue, listening, understanding the customer’s situation, and building trust over time. Because the hallmark of transaction-selling is that unilateral push rather than mutual consultation, the statement describing communication as one-way captures the essence of this approach.

Options that emphasize follow-up, two-way dialogue, or long-term relationship reflect relationship selling rather than transaction-selling, while a vague notion of “tactics” doesn’t specify the directional nature of the interaction.