A strategic account program is essentially an effort to provide the kinds of services and products necessary to establish a long-term relationship with key customers.
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Q4: Most sales forces are organized along functional
Q5: One of the key advantages of a
Q6: Strategic accounts are often large chain retailers
Q7: The organization of salespeople along product lines
Q8: One of the problems with organizing your
Q10: The most common way to organize a
Q11: Organizing along product lines is the most
Q12: One benefit of a customer specialized sales
Q13: Multiple salespeople calling on the same customer
Q14: With customer specialization, each salesperson typically sells
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