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

question 284

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. D represents which account management policy?

• A) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• B) accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
• C) accounts that offer little opportunity and the sales organization position is weak
• 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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Financing Cost

The total expense a company bears to finance its operations, including interest, dividends, and other costs related to obtaining capital.

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