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Sales, MAR 4403 - Chapter 14

Dr. Cynthia Rodriguez Cano
Across
Salesperson do this right after initial delivery
Type of special assistance provided by salesperson
Customer do this twice as much when dissatfied
Used by firms such as GE
Make personal visit stage
Cross-sell stage
Promotes value of synergy
Percentage of concerns voiced by customer
Salesperople provide this as one way of generating repeat orders
Down
Do this between site visitsa
Convincing customer to use higher-quality product
Type of soft savings
Choice of this depends on buyer's social style
Leads to dissolution
One way to handle rude or irate customers
Manage change stage
IBM tries to sell imaging system to computer customer
Degree of mismatch in service quality between sales executives and customers
When determining the facts of a service failure never ______
Lowest position authorized to settle claims
Number of dissatisfied customers that do not complain