After the Previous Sales Representative in His Territory Infuriated an Important

question 85

Multiple Choice

After the previous sales representative in his territory infuriated an important customer,Benjamin visited the customer once a month,never asking for business but hoping to rebuild trust through listening and expressing concern.Finally,after more than two years,the customer gave Benjamin an order.Benjamin was providing the important marketing function of

• A) advising production on how much product to make.
• B) alerting the logistics department when to ship products.
• C) engaging customers and developing long-term relationships.
• D) identifying opportunities to expand.
• E) synthesizing and interpreting sales, accounting, and customer-profile data.

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Definitions:

Constraining

The act of limiting or restricting some process or activity.

Management Function

This involves the processes and activities of planning, organizing, leading, and controlling an organization to achieve its objectives.

Establishing Objectives

The process of defining specific, measurable goals that a company or individual plans to achieve.

Planning

The process of setting objectives and determining how to accomplish them.