Francis Has Learned That Listening to Customers, Learning About Their

question 136

Multiple Choice

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using

• A) team selling.
• B) relationship selling.
• C) customer lifetime value.
• D) supportive selling.
• E) customer knowledge management.

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Definitions:

Cash Balance

The amount of cash a company has on hand at any given time, reflecting its immediate liquidity position.

Capital Expenditure

Funds used by an organization to acquire or upgrade physical assets to improve its long-term capacity and efficiency.

Net Cash Inflow

The amount of cash that flows into a company subtracting the cash that flows out during a specific time period.

Compensating Balance

A minimum account balance that a borrower is required to maintain with a lender, often used to offset the cost of a loan.