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:

Perpetual

A method of inventory management where inventory records are updated in real-time, reflecting sales and restocks immediately.

Sales Returns

Refers to the process of customers returning previously purchased merchandise back to the seller, and the seller, in turn, refunds the customer's money or offers credit.

Perpetual Inventory System

An inventory accounting system that records the sale or purchase of inventory immediately through the use of computerized point-of-sale systems and enterprise asset management software.

Perpetual Inventory System

An inventory management method where updates are made continually to record each sale or purchase of inventory.