She is trying to impress her customers by showing her organization's expertise in
research and development.
She is trying to build goodwill with her customers by showing that her organization
Why does an organization host seminars, training sessions, and social engagements with
Which of the following statements regarding customer expectations is most appropriate
for salespeople to remember?
According to the textbook, which of the following statements regarding managing
customer expectations best summarizes what salespeople should strive to achieve?
A salesperson should strive to match the customer's expectations to what is provided by
his or her most direct competition.
The higher the customer's expectations, the better, provided the seller can meet or
exceed those expectations.
Customer expectations of the selling organization should be set as high as possible to
provide for reach in the service quality objective.
The lower the customer's expectations, the better, so that the seller can easily and