Providing a more value to their best customers b

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providing: A. more value to their best customers. B. limited service to all but their best customers. C. equal service to all customers. D. extreme value to their least loyal customers. E. low value to infrequent customers. Retailers often seek to offer more value to their best customers in order to encourage these customers to continue to buy or even to buy more. This does not, though, mean that the retailer can ignore offering good value to all customers. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 15-05 Describe the components of a retail strategy. Topic: Developing a Retail Strategy Using the Four Ps 83. (p. 328) Benton manages a building supply company. He wants to invite twenty of his most valuable building-contractor customers to a golf outing and party. Benton will probably use the firm's __________ to identify these customers.
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A. webs ite B. CRM database C. specialty store sales D. annual sales report E. inventory management system CRM databases collect information on customers, which can be used to identify the best customers. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 15-05 Describe the components of a retail strategy. Topic: Retailing and Multichannel Marketing Strategy 84. (p. 328) Internet buyers are sometimes surprised to see online retailers using information about their past purchases to customize promotions targeted to them the next time they visit the retailer's website. The retailer is using the information to: Online retailers are using browsing and purchase behavior to customize promotions and recommendations, with the hope that customers will increase their spending with the retailer--in other words, increase their share of wallet. AACSB: Analytic Blooms: Apply Difficulty: 2 Medium Learning Objective: 15-05 Describe the components of a retail strategy. Topic: Developing a Retail Strategy Using the Four Ps 85. (p. 328) Retailers focusing on increasing sales to their best customers are attempting to:
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Retailers hope that customers will increase their spending with the retailer--in other words, increase their share of wallet. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 15-05 Describe the components of a retail strategy. Topic: Developing a Retail Strategy Using the Four Ps 86. (p. 328) Jordan directs her salespeople to increase their "share of wallet." Jordan is directing her
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