When Vonage Decided to Increase Its Sales of Its Voice

question 104

Multiple Choice

When Vonage decided to increase its sales of its voice over Internet protocol (VoIP) services to business customers rather than focusing only on consumers,it recognized that it needed information about how these buyers differed from its existing clients.Therefore,it purchased three firms that already function in business markets: Simple Signal,Telesphere Networks,and Vocalocity.Not only do those acquisitions provide it with customer data it can use in its preapproach planning,but they also provide introductions to potential business customers,leading Vonage to predict that it would be able to increase its B2B revenue by 40 percent.Vonage salespeople likely access all this information immediately and conveniently from the firm's

• A) direct marketing system.
• B) B2B selling system.
• C) customer relationship management system.
• D) customer response management system.
• E) indirect marketing system.

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Definitions:

Conditioned Response

A learned reaction or response to a previously neutral stimulus that has become associated with an unconditioned stimulus.

Conditioned Stimulus

A previously neutral stimulus that, after becoming associated with an unconditioned stimulus, eventually comes to trigger a conditioned response.

Unconditioned Stimulus

A stimulus that unconditionally, naturally, and automatically triggers a response without any learning process.

Observational Learning

Gaining understanding by observing the conduct of others and the consequences of that conduct.