SELF TEST #5: Serving Customer Segments on the Size/Role Matrix

Test #1:

Why do we care about the volume available from the average customer in each Size/Role segment?

Test #2:

How do we compare our company versus competition using the Size/Role matrix?

Test #3:

What is the potential problem in calculating growth rates by Size/Role segment?

Test #4:

Can I calculate the profitability of an unknown customer in a size/role segment using average pricing for the segment?

Test #5:

In a Hostile market, when does a customer become unattractive?

Test #6:

What components of the Customer Buying Hierarchy drive the most sales volume movement in Hostile marketplaces?

Test #7:

Are there Size/Role segments that some suppliers can not serve?

Test #8:

What is a Core customer?

Next: Answer Sheet