When trying to establish a sales forecast, after you figure the number of possible customers and your hit rate, the next step is to estimate the average amount of sales per customer.

The proof of a customer relationship management effort is seen in higher levels of customer loyalty in existing customers.

If your company is internet based, your serviceable available market could be as large as your total available market.

Considering the personal selling formula for generating interest in your product or service, cognitive dissonance occurs during the close of the sale.

Generally, benefits do not influence a firm’s strategy process.

Small businesses typically use the strategy of innovativeness rather than imitativeness.

In general terms, the environmental message “Save the Whales,” an environmental message, is a product that lacks tangibility.

When analyzing the data in a CRM, there are three general types of reports you will likely be interested in: customer vector reports, personal selling reports, and market penetration reports.

Three widely applicable classic strategies for businesses of all types are cost, focus, and supra-strategies.

A boulder left behind after a glacier melts away and that is not made from local rock is called a/an _____.