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:

Percentage of Sales

A financial metric that shows how much of a company's sales are generated over a period, often used to allocate marketing budget.

Objective and Task

A method for budgeting advertising expenses based on defining specific objectives and the tasks required to achieve them.

Linear Forecast

A prediction model that assumes a straight-line (linear) relationship between the variable being forecasted and time, to project future values based on past data.

Extraversion

A personality dimension that involves the tendency to seek stimulation and enjoy the company of others, indicative of sociability and enthusiasm.