Question 49 (2 points) Saved In a situation where the customers are large firms using buying centers, the firm would likely use which form of salesforce organization? Geographic Product specialists Strategic partnerships Outsourcing Sales teams Question 50 (2 points) Saved In the early phase of expansion situations, the first strategy implemented is likely to be directed at: generating repeat sales. cross selling commitment. full-line selling upselling. Dace to Question 48 (2 points) Saved The major goal of the expansion stage of the relationship building process is: maximizing profit. maximizing revenue. maximizing volume. blocking out competitors. building trust. Question 49 (2 points) Saved In a situation where the customers are large firms using buying centers, the firm would likely use which form of salesforce organization? Geographic Product specialists Strategic partnerships Outsourcing Sales teams Question 47 (2 points) Saved Which of the following "responsibilities of the sales position is most often under- utilized by the firm? tailoring the sales presentation to individual customers gathering customer/competitor "intelligence" account management persuasion Question 48 (2 points) Saved The major goal of the expansion stage of the relationship building process is: maximizing profit. maximizing revenue. maximizing volume. blocking out competitors. building trust. Question 49 (2 points) Saved