For collaborative customers, the salesperson not only works with the purchasing staff, but also with a wide array of managers throughout the organization.
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Verified
Q2: Buyers seek a close relationship for strategic
Q3: The contribution of a firm's customer-relating capability
Q4: Customized, high-technology products-like semiconductor test equipment-fit the
Q5: All customers hold similar amounts of growth
Q6: Having a relationship orientation is critical to
Q8: While loyal customers are likely to be
Q9: Operational linkages and information-sharing mechanisms are common
Q10: Relationship commitment exists when one party has
Q11: Firing a customer may be appropriate if
Q12: Transactional exchange centers on the timely delivery
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