When Using an Account Management Policy Grid, an Account Would

question 239

Multiple Choice

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

• A) high and the sales organization has a strong competitive position.
• B) low and the sales organization has a strong competitive position.
• C) high and there is a likelihood that a strong competitive position can be achieved in the future.
• D) low and the sales organization has a low competitive position.
• E) high and the sales organization has strong competitive position.

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Definitions:

Perfect Competitor

A market structure characterized by an infinite number of small firms, identical products, and free entry and exit, ensuring no single firm can influence market prices.

Industry-Wide Supply and Demand

The total quantity of goods and services that are available for purchase across an entire industry, alongside the total quantity that consumers are willing and able to buy within that industry.

Short-Run

A period in economics where at least one factor of production is fixed, and firms can't alter all inputs.

Long-Run

A period in economic theory during which all factors of production and costs are variable, allowing for full adjustment to changes.