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Marketing II- selling overview chapter 12
Terms in this set (10)
Customer relationship management (CRM)
this system involves finding customers and keeping them satisfied.
is a written report that documents a sales representative's visit with a customer.
is a dollar or unit sales goal set for the sales staff to achieve in a specified period of time.
is any form of direct contact between a salesperson and a customer.
involves sales exchanges that occur between two or more companies or business groups.
means that sales representatives will visit without an appointment.
is a telephone solicitation to make a sale.
Extensive decision making.
is used when there has been little or no previous experience with an item.
Limited decision making
is used when a person buys goods and services that he or she has purchased before but not regularly.
Routine decision making
is used when a person needs little information about that he or she is buying.
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