Which of the following strategies is central to the process of upselling?
A. Market penetration
B. Market expansion
C. Product expansion
D. Diversification
Answer: C. Product expansion
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Entrepreneurship Chapter 10
- Which of the following is true of follow-up?
- ____ refers to the contacts business owners periodically make with customers in order to remind them of their business, and their interest in customers' business.
- _____ refers to business owners doing what they said they would do.
- The proof of a CRM effort is seen in:
- Business owners can figure how to better target ads or promotions to particular types of customers if:
- If business owners track sales by purchase basis:
- Which of the following is most likely to be true regarding customer vector?
- ____ is a type of CRM report that segments by customer or customer group on purchases or dates of purchase.
- In the case of existing customers, _____ gives the information on the date and type of contact, since in many sales situations, it can take repeated contacts before a sale is made.
- Which of the following gives the particulars on existing customers?
- Which of the following is the key to customer relationship management (CRM)?
- ____ is a strategy whose goal is growth, based on selling in areas or to groups previously not served by the business.
- Which of the following is used when selling to existing customers?
- Product expansion is a strategy whose goal is growth, based on:
- Customer loyalty programs focus on developing a strategy that is based on:
- _____ is a strategy whose goal is growth, based on selling more of the firm's product or service to the existing customer base.
- Which of the following is true of cognitive dissonance?
- An inconsistency between experience and belief refers to:
- Doubt that occurs after a purchase has been made is called _____.
- While closing a sales call, when a sales person says "I'll just need your credit card for payment," he is using the sales closing technique of _____.
- Closing a sale refers to:
- In personal selling, _____ means cleaning up the list to remove potential clients that are unable or unlikely to buy a business owner's product.
- Putting together a list of prospective clients is called _____.
- In which of the following stages of personal selling does an entrepreneur collect background information before selling the actual product or service?