When Using an Account Management Policy Grid, an Account Would

question 48

Multiple Choice

When using an account management policy grid, an account would typically be assigned a light personal selling call frequency if it has a:

• A)high opportunity rating, and the sales organization has a strong position.
• B)low opportunity rating, and sales organization has a strong position.
• C)low opportunity rating, and the sales organization has a weak position.
• D)high opportunity rating, and there is a likelihood that a strong sales position can be achieved.

---

Definitions:

Referent Power

Power that comes from our attraction to another person, or the charisma a person possesses.

Expert Power

Power based on a person’s knowledge and experience.

Reward Power

Power based on a person’s ability to satisfy our needs.

High Concern

The state of being extremely interested, anxious, or care significantly about something or someone.