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Question
Large firms tend to make up the majority of the most profitable customers AND of the least profitable customers. What are some of the characteristics that define both high-cost-to-serve and low-cost-to-serve customers? What can business marketers do to manage high and low cost-to-serve customers?Answer
n/a
Related questions
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By reducing waste, compressing time, reducing unit costs, and by demonstrating a flexible response, Dell Computer achieves the four major goals of supply chain management. Briefly describe the meaning and significance of each of these goals to a firm like Dell.
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b. relationship dynamics
c. a strategic asset.
d. a market scope.
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The process that translates marketing plans into action assignments and ensures that such assignments are executed in a manner to accomplish a plan's defined objectives is called:
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b. marketing implementation.
c. strategic marketing.
d. marketing accountability.
e. competitive advantage.
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The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.
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Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.
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A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:
a. center development efforts on clearly-defined market and technology domains.
b. seldom "kill" a project once the new product development process has been initiated.
c. emphasize low-price strategies to penetrate a mass market.
d. all of the above.
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Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:
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Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
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Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.
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a. Communication is consistent with organizational flow.
b. An informal network assesses technical and market merit.
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Q:
The balanced scorecard measures the performance of a business unit from:
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b. a financial perspective.
c. a learning and growth perspective.
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e. (a) and (b) only.
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b. business markets.
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d. target markets.
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Changes in business marketing strategy requires corresponding changes in personal selling styles.
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If the requirements of segmentation are met, it should provide the business marketer with valuable guidelines for allocating marketing resources.
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Salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor closely directs and monitors their activities.