When Using the ELMS System to Differentiate Accounts, What Do

question 14

Multiple Choice

When using the ELMS system to differentiate accounts, what do territory managers usually use to classify the accounts?

• A)determine demographic characteristics so that the needs of the customers match the abilities of the salespeople
• B)rate salespeople at performance appraisal time
• C)match the personalities of salespeople to those of their customers
• D)create the most efficient travel routes for salespeople
• E)categorize accounts in terms of profitability

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Definitions:

Sample Means

The arithmetic average of a set of values chosen from a larger population for the purpose of statistical analysis.

Process Control

Techniques and methods used to monitor, manage, and adjust processes to ensure they operate within desired parameters and produce outputs of consistent quality.

Assignable Variation

Fluctuations in a process resulting from concrete causes, as opposed to unpredictable variation.

Pooled Standard Deviation

A method to estimate the standard deviation from several different samples taken from similar populations.