Figure 18-4 -Consider Figure 18-4 Above, Which Is an Account Management Policy

question 162

Multiple Choice

Figure 18-4
-Consider Figure 18-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

• A) accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
• B) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• C) accounts that offer a good opportunity because they have high potential and the sales organization has a strong position
• D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts
• E) accounts that should receive moderate level of sales and service to maintain current position of sales organization

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Definitions:

Nasal Mucosa

The moist, protective lining inside the nose that helps filter, warm, and moisturize the air we breathe, and is also involved in immune responses.

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Medical term for nosebleed, the common occurrence of bleeding from the nose.

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Long, narrow cracks or splits oriented vertically on a surface or structure, often referring to skin or geological formations.

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A condition resulting from excessive loss of body water, leading to impaired body functions.