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:

Passion

A powerful or compelling emotion or feeling, such as love or hate, that can drive individuals to act.

Relationships

Connections or associations between people, which can be emotional, social, professional, or familial.

Self-actualization

The realization or fulfillment of one's talents and potentialities, especially considered as a drive or need present in everyone.

Needs Hierarchy

A theory in psychology, proposed by Abraham Maslow, which posits that people are motivated to fulfill basic needs before moving on to other, more advanced needs.