Figure 21-7 -Consider Figure 21-7 Above, Which Is an Account Management Policy

question 252

Multiple Choice

Figure 21-7
-Consider Figure 21-7 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box B represents which account management policy?

• A) accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
• B) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• C) accounts that offer a poor opportunity because they have high levels of competition
• D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts
• E) accounts that should receive moderate level of sales and service to maintain current position of sales organization

Understand the concept and impact of groupthink on decision-making.

Navigate the complexities of role expectations and conveyance within teams.

Understand the concept of cohesion within groups and its potential negative impacts on decision-making.

Gain knowledge about structured group decision-making approaches and their methodologies.

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The process through which new technologies are developed and introduced, altering how individuals, societies, or industries operate.

Lincoln

Abraham Lincoln, the 16th President of the United States, is known for leading the country during the Civil War and signing the Emancipation Proclamation.

Main Goal

The primary objective or target that an individual, group, or organization aims to achieve.