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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Distinguish between discrete and continuous random variables and their probability distributions.

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Definitions:

Business Analysis

Involves identifying business needs and determining solutions to business problems. Solutions often include a software-systems development component, but may also consist of process improvement, organizational change, or strategic planning and policy development.

Development

The process of growth, progress, or evolution, often through incremental or innovative changes.

Prototype

An initial model or sample of a product used to test a concept or process before mass production.

Concept Testing

A marketing approach used to evaluate consumer response to a product idea before it is introduced to the market.