When segmenting customers based upon sales potential in the $($virtual$)$ white board example, we target by deciles. This metric is called Targeting by Decile

A Decile $10$ has greater potential than a Decile $1($is a "better" target for both sales and marketing$),$ there is an EQUAL amount of business $($sales$)$ in each of the $10$ deciles $(10\%$ per decile$),$ and there is VARIABILITY in the number of targeted customers per each of the deciles.

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False

In sales, the Sales Representative only asks questions he$/$she knows the answer to during the Fact Finding$/$Question portion of the Sales Process. This essentially enables them to "build their case" as part of the Sales Process

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False