If a company plansto increase the extent to which it practices relationship mark

Question

If a company plansto increase the extent to which it practices relationship marketing versus transaction marketing with its current customers, this is hkely to: 1. Increase the number of reps it will need. Increase the number of telemarketers it will need. Increase the number of calls arep canmake in a day Decrease the number ofreps it will need 3.5 points QUESTION 2 1. Selection tools such as application blanks, interviews, andreference checks: Canbe bypassed by sales managers who are good atjudging people. Are very useful in building ajob description. Are used heavily in the recruiting stage ofthe selection process Are used to help measure each applicant against predetermined qualifications 3.5 points

Explanation / Answer

1. If the company plans to do relationship marketing rather than transactional marketing , then the number of reps required can be reduced because it is no more a transactional business but will be a long term realtionship that will run on key tenets of loyalty and understanding.

2. Selection tools are mainly used to heavily at the recruting stage of the selection process to assess candidates on different parameters and levels . They give a good insight into the qualitative abilities of the candidate.

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