SELF TEST #5: Serving Customer Segments on the Size/Role Matrix
How do we compare our company versus competition using the Size/Role matrix?
What is the potential problem in calculating growth rates by Size/Role segment?
Can I calculate the profitability of an unknown customer in a size/role segment using average pricing for the segment?
In a Hostile market, when does a customer become unattractive?
What components of the Customer Buying Hierarchy drive the most sales volume movement in Hostile marketplaces?
Are there Size/Role segments that some suppliers can not serve?
What is a Core customer?
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