Chapter 11 Flashcards
1
Q
Pareto Principle
A
80% of a selling firm’s profit may come from 20% of its customers
2
Q
Strategic Account Management (SAM)
A
collection of responsibilities involved with managing relationships with the most strategically important accounts
3
Q
Market turbulance
A
rate of change in customer composition and customer presence within a market
4
Q
Authenticity
A
what is real and genuine
5
Q
Thought leaders
A
authoritative figures on topics
6
Q
Social selling index (SSI)
A
score created by LinkedIn that assesses a salesperson impact on their platform
