Judy is the local sales representative for an insurance company. The economy is stagnant and few new residents are moving into her territory. She decides to assess the potential for additional sales to her existing customers. Judy is considering a ___________ strategy.
A)endless-chain
B)spotters and diggers
C)selling deeper
D)in depth development
E)centrally influenced

Question

Quizplus · Accepted Answer

Selling deeper refers to the strategy of increasing sales to existing customers by offering them additional products or services. Since new customers are scarce in Judy's territory, focusing on selling deeper to existing customers is a logical strategy. Endless-chain involves getting referrals from existing customers, spotters and diggers involves identifying potential customers through existing customers, in-depth development involves becoming a specialist in a particular market segment, and centrally influenced involves using a centralized marketing department to develop marketing materials and strategies.

Judy Is the Local Sales Representative for an Insurance Company