In the Introduction to Chapter 3, Calvin Carson, Customer Value

question 83

Multiple Choice

In the introduction to Chapter 3, Calvin Carson, customer value manager for International Paper, recognized that his new approach to selling has been a success. What are the three signs that highlighted the success?

• A) increased sales, reduced cost, increased sales bonus
• B) increased sales, reduced time, reduced effort
• C) increased sales, reduced costs, customer response
• D) increased sales, targeted customers, customer response

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Definitions:

Parotid Gland

The largest of the salivary glands, located near the ear, which produces saliva to facilitate chewing and swallowing.

Lesser Curvature

The concave medial surface of the stomach, running from the esophagus to the duodenum, and a site for various diseases.

Stomach

A major digestive organ located in the upper abdomen, responsible for the enzymatic breakdown of food.

Ileocecal Sphincter

A valve situated at the junction of the ileum (last portion of the small intestine) and the cecum (beginning of the large intestine) controlling the flow of digested material.