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Models for Understanding Accounts Behavior
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additional always-a-share model ASAP AT&T attractive basic behavior spectrum buyer capabilities cascaded demand choice competition competitors consider considerable Copier customer's decisions different vendors discussion dors electroplating emphasize equipment especially Ethernet example firm focus follow-ons Harvard Business Review high-p accounts important individual account individual customer Industrial Customers industrial marketing information technology initial investment actions LANs lasting assets long time horizons long-term customer long-term tools longer-term lost-for-good and always-a-share lost-for-good model managers marketing approaches marketing mix marketing tools marketplace McKesson medium-term tools ments modularity needs offer office automation perceived exposure procedures product category product policy product-marketplace purchase relationship marketing relatively require retention probability Rolm sales force salespeople salesperson seller selling short-term shorter-term tools standards strategy supplier supplies systems benefits technical telephone tion tomers toner transaction marketing Univac usage system users vendor organization vendors face Xerox