Why Has There Been an Increased Usage of the 'Key

question 8

Multiple Choice

Why has there been an increased usage of the 'key account management' sales force structure?

• A)Increasing use of technology applications
• B)Increasing concentration of buying power into fewer but larger customers
• C)Inefficiency of other techniques
• D)Increasing market trends where the key account management structure is the norm, therefore, it needed to be adopted by all organizations

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Definitions:

Profitability Index

A financial tool used to determine the relative profitability of an investment, calculated as the present value of future cash flows divided by the initial investment cost.

Shareholder Wealth

The total value of all financial and capital assets owned by the shareholders of a company, aimed to be maximized through corporate strategies.

Internal Rate

Often refers to the internal rate of return (IRR), which is the discount rate that makes the net present value (NPV) of all cash flows from a particular project equal to zero.

Mutually Exclusive

Situations or events that cannot both occur at the same time, indicating a clear choice between two options.