Policies That Specify Who Salespeople Should Contact, What Kinds of Selling

question 86

Multiple Choice

Policies that specify who salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out are referred to as

• A) sales response management policies.
• B) key account management policies.
• C) account management policies.
• D) customer management policies.
• E) salesforce management policies.

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Definitions:

Predicting Behavior

The process of forecasting future actions based on past and present information, often employed in psychology and behavioral science.

Significant Others

Individuals who have a significant influence on one's life, often a partner, family member, or close friend.

Perceived Behavioral Control

An individual’s beliefs about whether he or she can actually perform the behavior in question.

Attitude-Behavior Consistency

The extent to which an individual's attitudes are reflected in their actual behaviors.