What is customer orientation, and how does it affect business relationships?
What will be an ideal response?
Customer orientation is the degree to which a salesperson puts the customer's needs first. Salespeople who think only of making sales are sales oriented rather than customer oriented. Buyers perceive salespeople as customer oriented when sellers stress benefits and solutions to problems over features.
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The program designed to build long-term loyalty and bonds with customers that are facilitated by technology is:
A) permission marketing B) direct marketing C) customer relationship management D) frequency marketing
Firms have decided to raise fees and lower service for those customers who barely pay their way and to coddle big spenders to retain their patronage as long as possible. This is an example of organizing customers by ________
A) retailer convenience B) profit tiers C) psychographic characteristics D) social influence E) customer preference
A nation where the major forces for jobs, revenues, and taxes come from farming or extractive industries like forestry, mining, or oil production is a(n):
A. efficiency-driven economy. B. competency-driven economy. C. innovation-driven economy. D. factor-driven economy.
What is the first step in the text’s suggested 13 steps for creating a code of ethics as a team-building exercise?
a. Decide on the organization’s ethical priorities. b. Create a code writing team. c. Obtain approval from organizational leaders. d. Define a “code of ethics.”