Hancock Distribution Company Characterizes Its Customers According to Their Yearly

question 93

Multiple Choice

Hancock Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a builder, a homeowner, or a government facility. This approach to segmentation is called:

• A) OAKS selling.
• B) multivariable account segmentation.
• C) dual differentiation.
• D) dual segmentation marketing.
• E) total territory management.

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Definitions:

Neuroticism

A personality trait characterized by anxiety, fear, moodiness, worry, envy, frustration, jealousy, and loneliness.

Big Five Model

The Big Five Model is a psychological theory that identifies five main dimensions of human personality: openness, conscientiousness, extraversion, agreeableness, and neuroticism.

Temperamental

Pertaining to an individual's personality, disposition, and emotional responses, which are often innate and can influence their behavior and interactions.

Self-esteem

An individual's subjective evaluation of their own worth or value.