The Cooke Ceramic Company manufactures ceramic pottery. It has come to management's attention that the number of returns has increased by 75 and it was ultimately discovered that the packaging did not protect the pottery during its shipment. This information helps management:
a. decide to increase the number of shipments to offset the number of returns.
b. realize they have a problem that needs to be solved by changing the packaging.
c. understand that pottery cannot be sent in the mail.
d. realize that the market for pottery is decreasing.
Question 2
Why is it important for most salespeople to spend at least some time prospecting?
a. Because finding new customers is easier than keeping existing customers.
b. Because it is likely that they will lose some of their existing customers over time.
c. Because the existing customer base may not be sufficient to generate desired future revenues.
d. All the above are correct.
e. Both b and c are correct.
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