When Using an Account Management Policy Grid, an Account Would

question 239

Multiple Choice

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

• A) high and the sales organization has a strong competitive position.
• B) low and the sales organization has a strong competitive position.
• C) high and there is a likelihood that a strong competitive position can be achieved in the future.
• D) low and the sales organization has a low competitive position.
• E) high and the sales organization has strong competitive position.

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Definitions:

Fiscal Year

A one-year period used for financial and tax reporting purposes, which may or may not align with the calendar year, depending on the company or organization.

Stock Split

A corporate action in which a company divides its existing shares into multiple shares to boost the liquidity of the shares, although the overall value of the company does not change.

Market Price

The current value at which an asset or service can be bought or sold in the marketplace.

Shares Outstanding

Refers to all of the shares of a corporation that have been issued and are held by shareholders, including those held by the public as well as restricted shares owned by the company’s insiders.