Account Management Policies Refer to Policies That

question 66

Multiple Choice

Account management policies refer to policies that

• A)specify how salespeople will be compensated and how sales performance will be evaluated.
• B)specify which products or services will be offered to which consumers,through which outlets,and at what price.
• C)specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
• D)specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out.
• E)determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.

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Definitions:

Causal Model

A conceptual model that describes the causal mechanisms and relationships between variables within a system.

Deterministic Model

A mathematical model in which outcomes are fully determined by parameter values and initial conditions, with no randomness involved.

Janitorial Service

A business or service that provides cleaning and maintenance for buildings, offices, and residential complexes.

Anticipation Inventories

Stock held in anticipation of future demand or usage, allowing companies to meet customer orders without delay, often influenced by seasonal or forecasted demand increases.