SELF TEST #3: Defining the Size and Purpose of Roles

Test #1:

Why do customers have a need for Secondary, Tertiary and Other roles in their relationships?

Test #2:

What are the main reasons for a Secondary role supplier to be in a relationship?

Test #3:

What are the main reasons for a Tertiary and Other role supplier to be in a relationship?

Test #4:

If a Secondary role supplier is offering back-up supply to his customer, where on the Customer Buying Hierarchy would this benefit fall?

Test #5:

Where on the Customer Buying Hierarchy would price information fall?

Test #6:

Where in the Customer Buying Hierarchy would the benefit of price leverage fall?

Test #7:

What is the difference between price information and price leverage?

Test #8:

Where on the Customer Buying Hierarchy would a special product fall?

Next: Answer Sheet