In customer relationship management, what do firms selling big-ticket items with small customer bases often find it advantageous to do?
A) develop full partnership relationships with their major customers
B) have a soft-sell approach
C) develop a limited relationship with every customer
D) have exclusive relationships with the two or three largest customers

Question

Quizplus · Accepted Answer

Firms selling big-ticket items with small customer bases often find it advantageous to develop full partnership relationships with their major customers. This is because the cost of acquiring new customers is very high and retaining existing customers is crucial for long-term profitability. By developing strong partnerships with major customers, the firm can ensure a steady flow of orders and gain insights into customer needs and preferences, which can be used to improve product offerings and increase customer satisfaction.

In Customer Relationship Management, What Do Firms Selling Big-Ticket Items