Account Management Policies Are Policies That

question 285

Multiple Choice

Account management policies are policies that

• A)specify how salespeople will be compensated and how sales performance will be evaluated.
• B)specify which products or services will be offered to which consumers, through which outlets, and at what price.
• C)specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
• D)specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
• E)determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.

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