The Main Objective of Developing a Strategic Account Program Is

question 33

Multiple Choice

The main objective of developing a strategic account program is to:

• A) expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential.
• B) Provide an enterprise type of relationship with some customers and a consultative relationship to others.
• C) free-up more of the regular sales force's time.
• D) both a and b above.
• E) all of the above.

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Definitions:

X-inefficiency

The difference between efficient behavior of businesses assumed or required by economic theory and their observed behavior in practice, often due to a lack of competitive pressure.

Tight Supply Conditions

A market situation where the supply of a good is limited, often leading to higher prices.

Nonrivalrous Consumption

A consumption characteristic where one individual's use of a good does not reduce availability to others.

Marginal Cost

The cost incurred by producing one additional unit of a good or service.