Sales I - 2.04

These customers bring in significant repeat business by buying regularly or returning to shop again and again.

• employees

• clientele

• operators

• people

Businesses that buy from other businesses are called _______ customers. They often buy thousands of dollars’ worth of equipment or materials.

• individual

• independent

• industrial

• intermediary

There are ____________ consumers. They buy goods such as clothing and food, and services like insurance or car washes.

• individual

• independent

• industrial

• intermediary

Once businesses attract customers, how do they keep them? They build a clientele by developing good ______________!

• representations

• intentions

• speaking skills

• relationships

Salespeople build relationships and create goodwill for the business - which leads to loyal customers.

• goodness

• goodwill

• commitment

• relationships

Which of the following is not a benefit for the BUSINESS of building a clinetele?

• Increased sales volume

• Reduced selling costs

• Customer loyalty

• Personal satisfaction

Which benefit to the BUSINESS refers to customers being willing to stay with a business even if the business is having some problems?

• Increased sales volume

• Reduced selling costs

• Customer loyalty

• Personal satisfaction

Which benefit to the SALEPERSON refers to receiving commissions or bonuses based on sales.

• Increased earnings

• Repeat sales

• Referrals

• Personal satisfaction

What type of prospecting source refers to people and organizations outside the

business, where salespeople attend trade-shows?

• Internal

• External

• Company

• Outside

Which business policy that can help build clientele refers to a store offering financing for expensive purchases?

• Quality maintenance and repair services

• Readily available credit

• Retail display, merchandising, and advertising assistance

• Doing favors