Placing Existing Customers and Prospects in Categories Based on Their

question 11

Multiple Choice

Placing existing customers and prospects in categories based on their sales potential is called ____.

• A) Territory management
• B) Prospecting
• C) Account classification
• D) Customer management
• E) Sales management

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Definitions:

Operant Conditioning

A learning process by which the strength of a behavior is modified by reinforcement or punishment.

Token Economies

is a behavior modification technique where tokens are given as a reward for desirable behaviors, which can be exchanged for privileges or items.

Schizophrenia

A long-term mental disorder involving a breakdown in the relation between thought, emotion, and behavior, leading to faulty perception, inappropriate actions and feelings, withdrawal from reality and personal relationships into fantasy and delusion, and a sense of mental fragmentation.

First-Generation

refers to the initial or earliest generation, often used to describe immigrants who were the first to arrive in a new country, or the first version/model of a product or technology.