Author Question: When a firm begins to charge high fees for additional services to non-profitable customers, it has ... (Read 31 times)

Kikoku · **on:** Jun 28, 2018

When a firm begins to charge high fees for additional services to non-profitable customers, it has determined that the __________ of those customers is too low to warrant added efforts at maintaining a relationship with them.
A) client value
B) lifetime value
C) relational value
D) market share
E) 80/20 value

Question 2

Salespeople have employed a variety of technology-based salesforce automation tools in order to:
A) help higher authorities manage the storage of diverse types of information.
B) better track the increasingly complex combination of buyer-seller interactions.
C) reduce the number of critical encounters with buyers.
D) maintain contact with and influence the purchase decisions of multiple individuals in the buying organization.
E) develop insight into how more products can be sold to a buyer.