Strategic Accounts Can Be Served in Only One of Two

question 173

True/False

Strategic accounts can be served in only one of two ways: have the regular salespeople handle the account along with their other accounts or assign these accounts to sales executives along with their regular duties.

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Definitions:

Sequential Series

A sequence of events or items arranged in a consecutive order.

Purchase Satisfaction

Gratification based on a product that supplies expected, or greater than expected, benefits.

Endless Chain Referral

A method in sales where a customer is asked to provide the names of other potential customers, creating a "chain" of referrals that can potentially lead to endless opportunities.

Prospecting

The process of searching for potential customers or clients to generate new business opportunities.