Firing a customer may be appropriate if the customer is not profitable, not new, and shows little or no opportunity for learning.
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Q6: Having a relationship orientation is critical to
Q7: For collaborative customers, the salesperson not only
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
Q12: Transactional exchange centers on the timely delivery
Q13: The cost of serving a long-standing customer
Q14: Buying firms prefer a transactional relationship when
Q15: Buyer-seller relationships that arise for important purchases
Q16: Total cost of ownership illuminates exactly what
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