***** ANSWER SHOULD INCLUDE ***** specifically mentions that prospecting and account development should be viewed as a systematic process of locating potential customers. Answers specifically discuss the fact that unless new prospects are found to replace lost customers, a salesperson eventually faces a reduction in income. Responses clearly state and briefly discuss at least four of the six primary causes of attrition: 1: The account may have a one-time need, or there is an extended period between purchases. 2. The customer may move to a new location outside the salespersons territory. 3. A firm may go out of business or merge with another company. 4. A loyal buyer or purchasing agent may leave the position because of promotion, retirement, resignation, or serious illness. 5. Sales are lost to the competition 6. A company or salespersons want to grow and increase the size of their business.

Identifying and developing potential customers is an important aspect of the customer strategy. Discuss the significance of the identification and development of potential customers as they relate to customer attrition. What are some of the common causes of customer attrition?