31. Relationship marketing:a.applies to B2B selling but not
31. Relationship marketing:a.applies to B2B selling but not
31. Relationship marketing:a.applies to B2B selling but not B2C sellingb.applies to B2C selling but not B2B sellingc.non-electronic approaches to building personal relationships in a B2B or B2C environmentd.views the sale as the beginning, not the end, of a relationship32. A company’s goal should be to: ___________a.attract the greatest number of customers, realizing some may not profitableb.maximize market share while reducing costsc.attract the greatest number of profitable customersd.maximize transactional revenue33. CRM is: ___________a.applicable to acquiring new customers, retaining old customers and win-back strategiesb.only applicable to customer retention and growthc.primarily concerned with feeding the pipeline with new customers since companies lose many customers each yeard.the forerunner of the 4Ps34. SCRM adds a ______ component?a.sustainabilityb.systemsc.social mediad.six sigma35. Which of the following does not apply to relationship marketing?a.Is viewed as a paradigm shift that has reshaped the entire field of marketingb.Has paybacks for both the company and its customersc.Focuses on the sales transactiond.Focuses on maintaining long-term bonds36. a.getting new businessb.existing customersc.infrastructured.supplier strategies37. The principal responsibility of a salesperson is to: ___________a.record customer actionsb.sell high margin new productsc.create new promotions for their accountd.solve customer problems, serve customers and add value to relationships
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