Bill Finds Most of His Sales Volume Comes from a Few,key

question 42

Multiple Choice

Bill finds most of his sales volume comes from a few,key customers,yet he spends a lot of time with many small dollar-amount clients.Bill is experiencing:

• A)Account attractiveness syndrome.
• B)Call frequency quandary.
• C)The 80:20 rule.
• D)Sales potential frustration.

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Definitions:

George Homans

An American sociologist known for his work in developing social exchange theory, which posits that the exchange of goods, services, and social values plays a key role in the formation of social relationships.

Success-Stimulus

The principle that success in a certain activity or field encourages continued action and effort in that or similar activities.

Preferences

Individual choices or inclinations towards certain options, actions, or outcomes, often studied in psychology and economics.

Availability of Resources

The extent to which necessary or desired materials, information, support, or capital is accessible for use or consumption.