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Question $8(1$ point$)$

The CPM in the business$-$to$-$business $($B$2$B$)$ context, what model$/$matrix best describes Turnbul and Zolkiewski?

Customer portfolio that importantly incorporated the idea of cost$-$to$-$serve into the evaluation of customer value

The strategic importance of the customer, the difficulty of managing the relationship with the customer

All of the above

$80\%$ of sales are made to $20\%$ of customers, $\frac{80}{20}$ rule

$3-$dimensional customer classification, cost$-$to$-$serve, net price and relationship value

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