Question
True/False 8.1 Vulnerable customers are those that bring very little value to the company. Answer: 8.2 Star customers are those that bring more value to
True/False
8.1
Vulnerable customers are those that bring very little value to the company.
Answer:
8.2
Star customers are those that bring more value to the company than they derive from it.
Answer:
8.3
Customers who bring little value to the company but derive high value from it are called
customers.
Answer:
8.4
A prospect is a member of the target market who is aware of the company's offerings and is identified to have an immediate or future need for those offerings.
Answer:.
8.5
Attracting poor quality leads and failing to attract enough leads are both common pitfalls in funnel management.
Answer:
8.6
Customer Lifetime Value (CLV) helps companies identify how much they should spend to attract or retain a customer.
Answer:
8.7
Prospect Lifetime Value (PLV) is generally larger than Customer Lifetime Value (CLV).
Answer:
8.8
Increasing retention generally has a larger impact on CLV than increasing margin.
Answer:
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Marketing Management
Authors: Philip R Kotler, Kevin Lane Keller, Subramanian Sivaramakrishnan, Peggy H. Cunningham
14th Canadian Edition
132161079, 978-0133076752, 013307675X, 978-0132161077
