D099 Sales Management - Set 5 - Part 3

Correct Answer: A loyal customer who frequently purchases products

Prospecting is the process of identifying individuals or companies that may be interested in buying a product or service.

Correct Answer: A focus on making quick, transactional sales

Relationship selling focuses on creating trust and ensuring customer satisfaction to encourage repeat purchases and loyalty.

Correct Answer: A chain of businesses or intermediaries through which a good passes

The value chain includes activities such as production, marketing, and after-sales service that add value to a product.

Correct Answer: Manage the companys marketing strategies

Technical salespeople specialize in the technical aspects of products, helping customers understand their benefits and how they work.

Correct Answer: Handling only the smallest accounts in a company

KAM focuses on nurturing relationships with key clients that are critical to the companys success, ensuring long-term satisfaction and growth.

Correct Answer: A person who sells products directly to consumers

Missionary salespeople do not sell directly to the end consumer but provide valuable information to people who influence purchasing decisions.

Correct Answer: They always meet customers face-to-face

Inside salespeople are based in an office and typically handle orders, customer inquiries, and transactions remotely, without meeting clients in person.

Correct Answer: They work exclusively online

Outside salespeople spend most of their time meeting clients in person, focusing on relationship-building and face-to-face interactions.

Correct Answer: 80% of customers buy the same 20% of products

The 80/20 rule, or Pareto Principle, suggests that a small percentage of customers (20%) often contribute the majority of revenue (80%).

Correct Answer: Selling products in a different market

Cross-selling involves offering additional, related products to customers, often at the point of sale, to increase overall revenue.