The underlying customer strategy for the sales force of a business in the maturity phase of the business life cycle is to ________.
A) create awareness and generate quick product uptake
B) penetrate deeper into existing segments and develop new ones
C) focus on efficiently serving and retaining existing customers
D) emphasize efficiency
E) protect critical customer relationships

Question

Quizplus · Accepted Answer

In the maturity phase, the focus is on efficiently serving and retaining existing customers rather than generating quick product uptake or developing new segments. The sales force should aim to protect critical customer relationships and ensure customer satisfaction to maintain a competitive advantage. Emphasizing efficiency can also help the business maintain profitability and control costs in the highly competitive marketplace.

The Underlying Customer Strategy for the Sales Force of a Business