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10 Cards in this Set
- Front
- Back
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80/20 rule
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A concept that suggests 80 percent of a firm's sales are obtained from 20 percent of its customers.
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account management policies
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Specifies whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
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adaptive selling
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A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
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advertising
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Any paid form of nonpersonal communication about an organization, good, service, or idea by an identified sponsor.
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attitude
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A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
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baby boomers
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The generation of children born between 1946 and 1964.
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back translation
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The practice where a translated word or phrase is retranslated into the original language by a different interpreter to catch errors.
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beliefs
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A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.
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blog
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A web page that serves as a publicly accessible personal journal for an individual or organization.
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bots
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Electronic shopping agents or robots that comb websites to compare prices and product or service features.
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