New Microsoft Word Document (2) - 10 Q In a product-centric company sales bias is on the side of the in a transaction A Seller 11 Q Regarding customer

New Microsoft Word Document (2) - 10 Q In a product-centric...

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10. Q: In a product-centric company, sales bias is on the side of the ____________ in a transaction. A: Seller 11. Q: Regarding customer acquisition, Professor Fader would say that instead of “cost per acquisition” (CPA), firms would be better off measuring“___________ per acquisition.” A: Value 12. Q: Customer lifetime value should be _________ the amount you would want to spend to acquire a customer. A: Greater than 13. Q: An annual churn rate of 55% means that: A: You have lost 55% of your customers during that year. 14. Q: If your attrition rate is 20%, then your typical customer lifetime is: A: 5 years 15. Q: All of the following are common explanations for low attrition rates except for: A: Customer dissatisfaction 16. Q: What is the correct overall expected lifetime of this customer base?
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17. Q: Sometimes at McDonald’s your cashier will ask you, “Do you want fries with that?” What is this an example of?A: Cross-selling 18. Q: The relationship between “share of wallet” and “size of wallet” is: A: There is no clear relationship between share of wallet and size of wallet 19. Q: Which of the following is the best example of up-selling?
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  • Summer '16
  • ant
  • Erik Brynjolfsson, long tail, Churn rate, Customer attrition, Professor Bell

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