Account Management Policies

question 189

Multiple Choice

Account management policies

• A) specify how salespeople will be compensated and how sales performance will be evaluated.
• B) specify which products or services will be offered to which consumers, through which outlets, and at what price.
• C) specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
• D) specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
• E) determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.

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Definitions:

Mergers

The combination of two or more companies into a single entity, where one survives and the others cease to exist independently.

Consolidations

The process of combining two or more entities into one, typically to streamline operations and reduce costs.

Liabilities

Financial obligations or debts that a company or individual owes to others, which must be settled over time through the transfer of economic benefits including money, goods, or services.

Target Corporations

Companies identified as potential candidates for acquisition, takeover, or strategic partnerships.