After the previous sales representative in his territory infuriated an important customer,Benjamin visited the customer once a month,never asking for business but hoping to rebuild trust through listening and expressing concern.Finally,after more than two years,the customer gave Benjamin an order.Benjamin was providing the important marketing function of
A) advising production on how much product to make.
B) alerting the logistics department when to ship products.
C) engaging customers and developing long-term relationships.
D) identifying opportunities to expand.
E) synthesizing and interpreting sales, accounting, and customer-profile data.

Question

Quizplus · Accepted Answer

Benjamin was engaging with the customer and developing a long-term relationship, which ultimately led to the customer giving him an order. He was not advising production on how much product to make or alerting the logistics department when to ship products. He was also not specifically identifying opportunities to expand or synthesizing and interpreting sales, accounting, and customer-profile data, although these activities may be part of his overall sales role.

After the Previous Sales Representative in His Territory Infuriated an Important