Marketing Ch. 14 review

Only some firms actually need to have good Customer Service Reps

These people are normally more skilled in sharing the important details of their product

Ethical issues are less likely to occur when a firm attempts to create long-lasting relationships with customers

During which step of the sale should you learn which retail customer is driving the purchase decision?

Job Descriptions provide clear guidelines about which selling tasks the job will involve

Only highly skilled salespeople use the "prepared sales presentation"

1 person of every 10 in the labor force works in sales

Using the phone to call on customers or prospect would be an example of

A customer who makes repeat purchases belongs to which rung of the Loyalty Ladder?

How many clicks does a convenient website take to find your desired information?

Which is the constant process of finding new customers and satisfying their needs

Retailers with a loyalty program, on average, are 58% more profitable than competitors who do not have one

Closing the sale is done immediately after making the sales presentation

Which of the following is described as a routine completion of sales made regularly to target customers?

Which of the following is focused on establishing a relationship with potential customers?

Which of the following results of Customer Loyalty Program Types is not a benefit to the company?

Prospecting for new customers and evaluating needs of current customers both set a salesperson's priorities

Locating prospects with little or no direction

A prospect is a potential customer

This approach to selling puts an emphasis on determining the needs of the customer

After visiting a customer, a sales representative should follow-up on the sales call

Which is not a type of Loyalty Program?