The reasons for entry are:

  • Referrals

  • Centers of influence

  • Directories

  • Trade publications and trade shows

  • Telemarketing, direct mail, e-mail, and advertising

  • Websites and computerized databases

  • Cold calling

  • Networking

The reasons for exit are:

  • Relationship between customer and salesperson deteriorates

  • Business failure

  • New buyer buys from another source

  • Acquisitions and mergers

  • Customer moves

  • Increase size of business

  • Customer has only a one-time or extended need for product

  • Customer needs change because of new technology

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