Marketing Study Guide - Marketing Study Guide The...

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Marketing Study Guide The expectation associated with organizational citizenship is consistent with- REALTIONSHIP SELLING With increasing complexity in relationships between companies and customers, more are using- TEAM SELLING Joann is a highly motivated sales rep; she will spend considerable time- DEVELOPING SALES PRESENTATIONS The phenomenon of a small percentage of customers or products account for a high amount of sales- THE 80-20 PRINCIPLE The most commonly used method for accessing a salesperson’s performance- SALES ANALYSIS When designing sales territory, the sales manager should strive to make territories equal in terms of- WORKLOAD AND SALES POTENTIAL Valiances are the sales person’s perception of- THE DISIRABILITY OF RECEIVING MORE OF A PARTICULAR REWARD
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The evolution of customer relationship marketing has progressed from- MASS MARKETING~>TARGET MARKETING~> CUSTOMER MARKETING~> ONE-TO-ONE MARKETING The Robinson-Patman act deals with- DISCRIMATORY PRICES AND SERVICES Sales people hired right out of college- TEND TO START AT A HIGHER SALARY THAN MOST OTHER PROFESSIONS
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