NOT ONLY ARE some customers different from others (it has already been stressed here that customers need individual treatment); some are also larger than others, in terms of either business received from them or potential. A big customer is sometimes satisfyingly and gratefully simply labeled “big,” and no further action is taken. But if the volume of business is already large, that does not mean it cannot be increased. There is an old saying that even the best performance can be improved, and despite the apparent contradiction, this is a sensible attitude to take.
Analyzing the potential of major ...
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