An account targeting strategy is a determination of the type of relationship to be developed with different account groups.
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Q144: The organizational buying center member who starts
Q145: Each buying role may be performed by
Q146: The members of the buying center are
Q147: Individual buying needs tend to be related
Q148: The first element of a sales strategy
Q150: A relationship strategy is a determination of
Q151: A solutions relationship emphasizes solving customer problems.
Q152: A selling strategy is the planned selling
Q153: Matching selling strategies and relationship strategies is
Q154: Sales channel strategy determines the type of
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