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Sales should focus their efforts on establishing long-term relationships with clear milestones for additional business, based on achieving certain value successes with the customers (Value success is the customer realization of full value for his or her investment in your products and services) When focusing on the long term, sales cannot drop the customer after the initial sale, or hand them off to a lower-level account manager The right salesperson must stay on board for the long haul to maximize the long-term opportunities The customer role will ensure that the salesperson maximizes the relationship potential not only in the first purchase, but also over a longer period As for customer service, they too will have to adapt to the customer role definition From identifying areas for cross-sell and up-sell to soliciting referrals, customer service must be tuned in to the customer s role and life cycle.

Somatoform Disorders Historically, the psychodynamic perspective has always considered illness-related symptoms, especially conversion symptoms, to be part of the hysterical personality. Today, such symptoms have been separated from their associated personality traits and classified as part of the Axis I disorders, irrespective of their association to the hysterical personality. Therefore, we see many other personalities exhibit somatic symptoms, notably, the dependent personality. Hueston, Mainous, and Schilling (1996) found that medical care use was highest for subjects at risk for histrionic and dependent personality disorders as opposed to all other personality disorders, a finding in keeping with our dancer, Yvonne, who suffered from pain for months with no apparent cause. For histrionics, hypochondriacal concerns the fear that you have some serious disease and somatization disorder physical complaints lacking a substantial basis are

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But the most important aspect of their function is to ensure that the customer realizes value success so that the next stage of the relationship will be realized Imagine what happens when the selection criteria are not applied and the customers role is not defined Every day thousands of salespeople are chasing business without knowing whether it is good or bad business (In fact, they do not care, as they are compensated based on new business development, regardless of its quality) They bring in new business and often receive special bonuses for doing so Every day, companies are paying bonuses for new customer sales that might be unprofitable Every bonus paid now makes these losses even greater! Additionally, by not defining the customer s role, companies manage to obtain only a fraction of the maximum potential of the relationships.

This can be simply illustrated by considering a hypothetical locus having two alleles, A1 and A2, with frequencies p and q, respectively Under random mating, the frequencies of the three possible genotypes involving A1 and A2, namely, A1A1, A1A2, and A2A2, will occur with frequencies p2, 2pq, and q2, respectively The allele frequencies p and q and the genotype frequencies p2, 2pq, and q2 remain constant from generation to generation under random mating In reality, the Hardy Weinberg principle is so robust that most polymorphisms exist in equilibrium One can test that a gene behaves in accordance with its Hardy Weinberg expectations by estimating the frequencies of the alleles and then comparing the observed distribution of genotype counts to their expectations generated from the allele frequencies (ie, are the observed numbers of each genotype in proportions equal to p2, 2pq, and q2 ).

Leaving money on the table in the process, companies fail to maximize the potential and thus generate a much lower return on their sales investment Companies are deepening their losses that result from unprofitable customers and unrealized relationship potential by not defining the role of the customer..

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One of the obvious implications of genotypes being distributed in proportions p2, 2pq, and q2 is that it leads to a very uneven distribution of individuals in each genotypic group Consider for a moment a gene having two alleles with the least frequent allele occurring 1% of the time This implies that in a sample of 1000 individuals you may never observe an individual homozygous for the least frequent allele, whereas 20 are expected to be heterozygotes and 980 will be homozygotes for the common allele In the context of treatment for common diseases, such a locus may not lead to opportunities for personalized medicine (although it may still be important in leading to an exploitable metabolic pathway).

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