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

question 193

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 C 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

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Definitions:

Cash

Cash involves money in the form of currency, which includes bank notes and coins, that is in hand or readily available in deposit accounts for immediate use.

Building

A structure established or built from materials to provide shelter or accommodate individuals, businesses, or activities.

Consolidation

The process of combining financial statements of parent and subsidiary companies into one comprehensive set of statements.

Fair Value

The estimated market value of an asset or liability, based on current conditions and informed market participant transactions.