The Sales Call Allocation Grid Classifies Accounts According to Account

question 84

Multiple Choice

The sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

• A) the value of resources a salesperson is able to focus on a customer.
• B) how conveniently a sales rep is able to reach a customer's office.
• C) how much a customer needs a product and whether he or she is able to pay for the product.
• D) how strong the salesperson and company are in selling the account.
• E) the distribution costs associated with serving a customer.

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Definitions:

Implicit Association Test (IAT)

A psychological test designed to uncover unconscious or hidden biases by measuring the strength of automatic associations between concepts.

Explicit Attitudes

Beliefs and feelings that individuals are aware of and can openly communicate.

Implicit Associations

Unconscious associations or links between concepts, which can influence thoughts and behavior without conscious awareness.

Agentic

Refers to an individual's capacity to act independently and make their own free choices.