When Using an Account Management Policy Grid, an Account Would

question 42

Multiple Choice

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

• A) high and the sales organization has a weak 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.
• 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:

Production Processes

The methods and operations involved in the transformation of raw materials into finished goods or products.

Overt Behavior

Refers to actions and behaviors that are observable and measurable, as opposed to inner processes like thoughts and feelings.

Rigid Memory

A memory condition characterized by inflexibility, where past experiences overly dictate current behavior and thoughts.

Vicariously

Experiencing something through another person's actions by imagining what it would be like to be in their situation.