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