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Essay text:
Much of this article draws on qualitative responses given in these interviews and questionnaire.
There are different degrees of focus at the lowest level individual customers at a more aggregate level focus on group customers and also focus on different distributive channels.
Why CAP is used is because "each dollar or revenue does not contribute equally to net income." Difference in customer profitability can arise from many differences-
1.) Revenue difference- difference in price charged per unit to different customer, differences in the selling volume levels across the customer etc.
2.) Difference in cost ? this difference arises from the way customers use company's resources...
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Common topics in this essay:
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