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

question 249

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. B 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 may offer a good opportunity if the sales organization can overcome its weak position
• C) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• 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:

Experiments

Methodological approaches and techniques in research designed to test hypotheses under controlled conditions to establish cause-and-effect relationships.

Variable

is a characteristic, number, or quantity that can be measured or quantified and can vary among individuals or over time.

Intervention

The act of becoming involved in an issue, problem, or conflict to alter the outcome or influence the situation.

Cirrhosis

A chronic liver disease marked by degeneration of liver tissue, fibrosis, and the formation of scar tissue, often resulting from long-term alcohol abuse or hepatitis.