In the Three-Phase Approach for Selecting Key Accounts, Which Is

question 15

Multiple Choice

In the three-phase approach for selecting key accounts, which is NOT an example of one of the three phases?

• A)For example, if the product is critical to a customer's operations, support services are more valuable.)
• B)For example, the goal here is to invest in support capabilities that are valued by multiple accounts.)
• C)For example, the customer's sales have increased 300% in the past five years.
• D)For example, some customers purchase higher-margin products than others or provide a better match to the firm's manufacturing capabilities.

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