Question Details

The managerial perspective is important with respect to assessing 



1.	Businesses plan for and interact differently with their larger clients than with their smaller ones. They assign more client service personnel and extend more relationship management efforts because these customers tend to be 
a.	more profitable.	c.	less profitable.
b.	cheaper.	d.	higher quality.


	

	2.	A recent study found that expanding an understanding of all the following EXCEPT _____ was a top priority for B2B marketers. 
a.	customer needs	c.	market segments
b.	drivers of customer value	d.	price elasticity


	

	3.	Marketers identify segments best when iterating between two approaches.  What are the two approaches?
a.	customer, market	c.	managerial, company
b.	managerial, customer	d.	market, company



	4.	Knowledge of the _____ clearly enters into the decision of which segments the company should eventually target. 
a.	marketplace	c.	customer
b.	company	d.	competitors



	5.	The managerial perspective is important with respect to assessing whether serving a specific _____ is consistent with overall corporate goals. 
a.	market segment	c.	provider
b.	product	d.	competitor




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