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

question 281

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 D 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 strong opportunity because they have low 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:

Prisoners' Dilemma Game

A standard example of a game analyzed in game theory that shows why two individuals might not cooperate, even if it appears that it is in their best interest to do so.

Tit-for-Tat Strategy

A reciprocal strategy in game theory where an entity responds to an action with a similar action, promoting cooperation.

Infinitely Repeated Games

A concept in game theory where a game is played an unlimited number of times, allowing for strategies that can enforce cooperation in situations where one-time game theory would predict non-cooperation.

Credible Threat

A declaration or signal that one will take some negative action if conditions are not met, and it is believable and capable of being executed.