The Classification of Accounts (Within a Target Market)into Categories for the Purpose

question 100

Multiple Choice

The classification of accounts (within a target market) into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

• A) Account targeting strategy
• B) Relationship strategy
• C) Market segmentation
• D) Target marketing
• E) None of the above

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Definitions:

Compliance

Acting in accordance with the direct requests of other people.

Obedience

Behaving in accordance with the rules and commands of those in authority.

Halo Effect

A cognitive bias where the perception of a particular trait is influenced by the perception of former traits in a sequence of interpretations.

Reciprocal Liking

The phenomena where people tend to like others who like them in return.