SELF TEST #3: Defining the Size and Purpose of Roles
Why do customers have a need for Secondary, Tertiary and Other roles in their relationships?
What are the main reasons for a Secondary role supplier to be in a relationship?
What are the main reasons for a Tertiary and Other role supplier to be in a relationship?
Where in the Customer Buying Hierarchy would the benefit of price leverage fall?
What is the difference between price information and price leverage?
Where on the Customer Buying Hierarchy would a special product fall?
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