just the answer key without the explanation

CRM system can input criteria for ________ process which allows the sales team to prioritize their efforts and resources efficiently.

Contact management

Data learning

Lead scoring

Pipeline management

_____ method is a method whereby the salesperson finds and cultivates people in a community or territory who are willing to cooperate in helping to find prospects.

Cold-calling prospecting

Direct-mail prospecting

Centre-of-influence

Endless-chain referral

A unique selling proposition (USP) clearly answers the question:

"who should be my target customers?"

"how can I sell at a greater profit?"

"is it important to have a unique advertising strategy for selling products more effectively?"

"why should I buy from you?"

The sales rep stocking the shelves with Golden Flake snack products is concerned about getting adequate shelf facings for his product. He is concerned about:

where the Frito-Lay products are located relative to other branded products carried by the store

how on-pack premiums are displayed

the number of individual products placed beside each other on the shelf

special purchase prices for resellers

Strategic goals for a buyer that enters a strategic customer relationship with a salesperson could include:

creating an adversarial arrangement in which the buyer comes out on top as the winner.

reducing costs and/or increasing productivity.

developing informal tactical agreements with members of the buying centre.

taking a subservient role.