Question: Case Study - Cost in use, not cost to buy 1. Review the case study on pages 137 138 of our textbook. If your

Case Study - Cost in use, not cost to buy 1. Review

Case Study - Cost in use, not cost to buy 1. Review the case study on pages 137 138 of our textbook. If your energy consumption savings over 5 years equals a 10 percent saving, how much do you save in a euro amount? 2. Explain the difference between "cost in use" and "cost to buy". How could this help you develop a value proposition? 3. Based on this saving, what other strategies could you employ to keep this customer happy other than the ones supplied in this case study. List three other strategies. Case Study - Persistence Pays Off 1. Review the case on pages 172 173 of our textbook. Based on Chapter 8, what relationship model did the Key Account manager use for this manufacturing services company? 2. Could they have employed any other relationship model to achieve the same outcome?

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