A disadvantage of personal selling is a high turnover rate. The turnover rate refers to which of the following?
A) the rate at which prospects are turned into qualified prospects
B) the rate at which qualified prospects are turned into customers
C) the percentage of customers who stop doing business with a company in a given year
D) the percentage of a sales force that leaves a company in a given year
E) the percentage of a sales force that moves into management positions in a given year
D
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An electronics manufacturer in Japan has developed a training program to train its support staff in foreign markets on the repair and maintenance of its products. The firm also ensures that there is enough stock of spare parts in all its distribution centers. According to the Product Component Model, the company is making improvements in the _____ component of the product.
A. design B. core C. support services D. global E. packaging
A complete statement of an industry's market potential must include which of the following elements?
A. The names of all potential customers B. An estimate of the maximum possible sales of a commodity or service C. An assessment of potential competitors D. The historical trends used to develop the statement E. Territorial assignments