The sales director of RealPlan has observed that during the selling process the sales team primarily focuses on promoting product features and benefits to customers
Although the sales team has a high closure rate of initial sales, the team has a low rate of repeat business. Which stage of the typical buying process should RealPlan salespeople most likely focus on to improve customer retention rates?
A) needs awareness
B) building rapport
C) presentation skills
D) purchase procedures
E) self-actualization
A
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In capital-intensive industries, wage levels are often a large percentage of costs associated with a product
Indicate whether the statement is true or false
Toyota and GM created a joint venture called NUMMI because Toyota wanted to learn about how to deal with labor and parts suppliers in the U.S. market while GM wanted to observe Japanese management practices
What benefit of strategic alliances were Toyota and GM primarily seeking? A) ease of market entry B) shared risk C) shared knowledge D) synergy