Segmenting Customers - correct answer Grouping customers to create
specialized communications about products
Target Marketing Efforts - correct answer addressing specific customer
segments avoids becoming a nuisance to other customers
Relationship Marketing or Permission Marketing - correct answer customers
select the type & time of communication (opt-in or opt-out)
cross-selling - correct answer Additional products are sold as the result of an
initial purchase (e.g., e-mails from Amazon.com describing other books bought by people)
Event Based Marketing - correct answer offer the right products and services
to customers at the right time
Sales Activity Management - correct answer Tool offering sales reps a guided
sequence of sales activities
Sales Territory Management - correct answer Sales managers obtain
information on each sales rep's activities
Lead Management - correct answer sales reps can follow prescribed tactics
when dealing with prospects to aid in closing the deal
Knowledge Management - correct answer enables quick decision making,
better customer service, and a better-equipped and happy sales staff
A system which allows sales managers to obtain
current information and reporting capabilities regarding
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