The Purpose of Classifying Accounts Using the Sales Call Allocation

question 12

Multiple Choice

The purpose of classifying accounts using the sales call allocation grid is to:

• A)help in the selection of the most useful computer software.
• B)determine which accounts are worth receiving more resources.
• C)decide if the company is acting in line with its mission statement.
• D)gain an understanding of the prospect's corporate culture.
• E)determine the personality characteristics of the prospect so they can be matched with those of a salesperson.

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Definitions:

Modeling

A method of learning that involves observing and imitating others.

Online Videos

Digital video content available on the internet, which can be accessed on demand through various platforms and devices.

Observational Learning

Learning that occurs by observing the behavior of others and the outcomes of those behaviors.

Internalized Conscience

The internalized set of moral values, principles, and norms that guide an individual's ethical behavior and decision-making processes.