A Sales Call Allocation Grid Classifies Accounts According to Account-Opportunity

question 22

Multiple Choice

A sales call allocation grid classifies accounts according to account-opportunity and strength-of-position. Account-opportunity refers to:

• A)the value of resources the salesperson is able to focus on this customer.
• B)how conveniently the sales rep is able to physically get to the customer's offices.
• C)how much the customer needs the product and whether it is able to pay for the product.
• D)how strong the company and salesperson's position are with the customer.
• E)distribution costs associated with serving this customer.

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Definitions:

Retroactive Interference

A phenomenon where newly learned information interferes with the recall of previously learned information.

Proactive Interference

The tendency for previously learned material to hinder subsequent learning.

Retrograde Amnesia

A loss of memory-access to events that occurred before a particular incident, often due to a brain injury.

Hippocampal Damage

Refers to injury or harm to the hippocampus, a critical part of the brain involved in memory formation and spatial navigation.