How Should a Sales Team Respond to a Customer Who

question 36

Multiple Choice

How should a sales team respond to a customer who has an RFM score of 545?

• A) The sales team should contact this customer immediately.
• B) The sales team should let go of this customer; the loss will be minimal.
• C) The sales team should attempt to up-sell more expensive goods to this customer.
• D) The sales team should spend more time with this customer.

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Definitions:

Deep-Level Diversity

Differences between individuals at a more profound level, including values, beliefs, and attitudes, as opposed to observable characteristics.

Attitudes

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object.

Personality

The blend of traits or attributes that shape a person's unique personality.

Stereotyping

The act of attributing specific behaviors or characteristics to individuals based solely on their membership in a particular group.