Author Question: Larger financial institutions now offer a wide range of services under one roof, from banking to ... (Read 101 times)

burton19126 · **on:** Jun 28, 2018

Larger financial institutions now offer a wide range of services under one roof, from banking to stock trading. These institutions have moved away from increasing their market share to instead focusing on increasing their:
A) share of market.
B) share of relationships.
C) share of customer.
D) relational share.
E) lifetime customer value.

Question 2

Grace is a salesperson for a software developing company. She makes it a point to know at least three influential people in each of her customers' companies that can influence purchase decisions. In this scenario, which of the four sequential components of effective follow-up is Grace utilizing?
A) Interact
B) Connect
C) Know
D) Relate
E) Encourage