The Account Segmentation Approach to Territory Management Is Used To

question 108

Multiple Choice

The account segmentation approach to territory management is used to:

• A) insure equal treatment of the firm's prospects.
• B) prevent dependence on the 80/20 principle.
• C) insure equal treatment of the firm's customers.
• D) increase the profitability of the territory.
• E) insure equal treatment of the firm's salespeople.

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Definitions:

Inventory Days

A financial metric indicating the average number of days a company takes to sell its inventory, reflecting inventory management efficiency.

Net Credit Sales

The total value of sales made on credit, minus returns and allowances, during a specific period.

Average Inventory

A calculation that reflects the average value of inventory over a certain period, often used for financial analysis.

Vertical Analysis

Vertical analysis is a financial analysis method that expresses each line item in a financial statement as a percentage of a base figure from the same statement, facilitating comparison.