Chapter 7 Sales and sales management

Prospecting is the process of _________ for new potential customers who have not yet purchased from the company.

according to the chapter, which is not a source used to identify prospects?

• Existing customers

• Commercial directories

• Market research

• Inquiries

Complaint management is a marketing orientation that suggests that the goal of an organization is to create customer satisfaction in order to generate profits

• True

• False

according to the chapter, which is not a source used to identify prospects?

• Existing customers

• Commercial directories

• Market research

• Inquiries

The success of a sales manager or a KAM is to manage relationships only with their customers

• True

• False

A sales manager or a KAM needs to master negotiation technics

• True

• False

A sales manager or a KAM needs to have knowledge of competitors' products and their advantages

• True

• False

A sales manager or a KAM does not need setting sales objectives

• True

• False