Customers who are good candidates for a strategic account program are large customers who exhibit all the following characteristics except:

Question

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The physical location of the customer's headquarters is not a determining factor in whether they are a good candidate for a strategic account program. The other three characteristics (centralized purchasing, expectation of specialized attention and service, and multiple people involved in the purchasing process) indicate that the customer could benefit from a strategic account program.

Customers Who Are Good Candidates for a Strategic Account Program