The Purpose of Classifying Accounts Using the Sales Call Allocation

question 12

Multiple Choice

The purpose of classifying accounts using the sales call allocation grid is to:

• A)help in the selection of the most useful computer software.
• B)determine which accounts are worth receiving more resources.
• C)decide if the company is acting in line with its mission statement.
• D)gain an understanding of the prospect's corporate culture.
• E)determine the personality characteristics of the prospect so they can be matched with those of a salesperson.

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Definitions:

Annual Return

The percentage change in value of an investment over a one-year period, accounting for any dividends or interest earned.

Yearly Contribution

The amount of money contributed to an investment or savings account on an annual basis.

Traditional Retirement Plan

A tax-deferred retirement savings account where contributions may lower current taxable income and earnings grow tax-free until withdrawn.

Roth Retirement Plan

A type of retirement savings plan where contributions are made with after-tax dollars, and qualified withdrawals in the future are tax-free.