8. Your sales team has been developing its proposals for its monthly meeting with the account's buying center. In preparing for the meeting, you have a new team member who just graduated from one of the top sales programsand has mastered closing deals on with a one-call presentation. Your new team member is anxious to demonstrate how she can close the call with the buyer center in a way that really takes advantage of your firm's power over the retail account. It's a classic win-lose proposal that's sure to put more money in your firm's product, although the retailer will not be able to sell all the product and will be stuck with huge inventory carrying costs for months to come. Your new team member may have won the national championship in the sales competition, but she fails to understand the importance of this key relationship-forging task and how it fits with strategic account management and your team's long-term success:

A. Developing and sharing market knowledge

B. Working effectively with others

C. Proposing integrative solutions

D. Coordinating internal resources

11. After graduating from college a few years ago, you started your career in a company that sells products to other businesses, that is, you work in business-to-business (B2B) sales job. While your company has several business customers, it sells about 80% of its products through about 20% of its customersand based on your successful first few years with the company, you've earned a promotion to work on one of these strategic account teams. The general rule for this ratio of strategically important accounts follows a well-known principle (a rule of thumb) called:

A. the Marketing Principle

B. the four P's of marketing

C. the Pareto Principle

D. the Principle of Market Economics