Chapter 11 Flashcards Preview

MKT 444 Exam #1 > Chapter 11 > Flashcards

Flashcards in Chapter 11 Deck (6)
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1

Pareto Principle

80% of a selling firm’s profit may come from 20% of its customers

2

Strategic Account Management (SAM)

collection of responsibilities involved with managing relationships with the most strategically important accounts

3

Market turbulance

rate of change in customer composition and customer presence within a market

4

Authenticity

what is real and genuine

5

Thought leaders

authoritative figures on topics

6

Social selling index (SSI)

score created by LinkedIn that assesses a salesperson impact on their platform