Fig

The Customer Development Process

Sowrc».- See JlD Criiiin, Customer LoyaHy: How to ton H How to Keep X iMcw Tftork: Lc-i'ingliineocta. 3. 36.ASQSM Wuiaj flaphel wdtfeil Papfrvei, Jjp Dw laygtty txider Tinning Sometime OBtiWS mto full- Tine MflCfftes of Itwf Bl/iiriiSS !lfew Ifofk HJrrKHfluiiness, t9B5'

High wiaj|in

Medium Mârgin

LOlm ti'aryin

High wiaj|in

Medium Mârgin

LOlm ti'aryin

KanyctistCKTHfs/ disiributora

Accountable

Keictive

Basic or reactive

Medium numbered customers/

distributors

Proactive

Accountable

Reactive

Few cvstmmsrs/ dislntKilors

PjrUiersllip

Proactive

1eve of flehitiur-îN'iJ Waddling

TABLE 5.2 :
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Salehoo Secrets and Tips

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