Term
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Definition
| for most salespeople, sales increases from year to year are due to increasing the revenue from existing accounts |
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Term
| primary revenue source for a company |
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Definition
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Term
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Definition
| awareness, exploration, expansion, commitment, dissolution |
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Term
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Definition
| set the right expectations; monitor ordering processing; ensure proper initial use of product or service; follow-up; handle customer complaints |
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Term
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Definition
| generating repeat orders: Be present at buying time (catalogs and specialty advertising items), Help to service the product (establish a good relationships with service personnel), Provide expert guidance, Provide special assistance |
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Term
| Expansion - Upgrading or upselling |
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Definition
| convincing the customer to use a higher-quality product or a newer product |
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Term
| Expansion - full-line selling |
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Definition
| selling the entire line of associated products |
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Term
| expansion - cross-selling |
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Definition
| similar to full-line selling except the additional products sold are not directly associated with the initial products |
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Term
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Definition
| preferred supplier; securing a commitment to a partnership; commitment must be complete, communication; corporate culture |
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Term
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Definition
| consists of the values and beliefs held by senior mgmt. |
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Term
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Definition
| champions; position change; determining the necessary resources, developing a time-based strategy |
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Term
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Definition
| person who is a cause of change in an organization |
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Term
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Definition
| limited personal relationships, failing to monitor competitor actions, failing to monitor the industry, falling into complacency, conflict |
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