Customers Can Be Classified into Four Relationship Groups Based on Their

question 90

Multiple Choice

Customers can be classified into four relationship groups based on their profitability and projected loyalty. Which customer type is associated with high profitability and long-term loyalty?

• A) barnacles
• B) strangers
• C) butterflies
• D) true friends
• E) cash cows

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Definitions:

Undifferentiated Selling

A marketing strategy in which a company markets its products or services to a broad audience without any customization or segmentation.

Stimulus-response Presentation

A sales technique based on the psychological principle that a specific stimulus will elicit a predictable response, used to guide potential customers towards a desired action.

Pre-call Preparation

The process of gathering relevant information and planning strategies before making a sales call or meeting a client.

Sales Territories

Designated geographic areas or customer groups assigned to a salesperson or team for the purpose of selling and customer management.