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:

Private Equity

Capital investments made into companies that are not publicly traded, often to finance growth, acquisitions, or restructuring.

Dodd-Frank Reform Act

A comprehensive piece of financial regulation passed in 2010 in the United States, aimed at preventing the recurrence of financial crises through increased regulation.

Capital Requirements

The minimum amount of capital a bank or other financial institution must hold as required by its financial regulator.

Derivatives Market

A financial market for derivative securities like futures and options, where assets are based on the value of other underlying financial instruments.