How Should a Sales Team Respond to a Customer Who

question 42

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, for 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:

Standard Operating Procedures

Explicit instructions designed to perform specific tasks or procedures in a consistent manner.

Goals

The targets or outcomes that an individual, group, or organization aims to achieve over a specific period.

Operating Budget

A detailed projection of all anticipated income and expenses based on forecasted sales revenue during a certain period, usually one fiscal year.

Allocating Equipment

The process of distributing machinery, tools, or devices to areas or individuals where they are needed, based on an assessment of demand and available resources.