Figure 17-4 -Consider Figure 17-4,which Is an Account Management Policy Grid That

question 298

Multiple Choice

Figure 17-4
-Consider Figure 17-4,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box A represents which account management policy?

• A) accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
• B) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• C) accounts that offer a good opportunity because they have high potential and the sales organization has a strong position
• D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts
• E) accounts that should receive moderate level of sales and service to maintain current position of sales organization

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Definitions:

Psychological Safety

The belief that one can speak up, take risks, and be creative without fear of punishment or ridicule within a group or organization.

Behavioral Entrainment

The process by which individuals in a group synchronize their behaviors in response to cues from the environment or each other, often leading to increased efficiency and coordination.

Emotional Contagion

The phenomenon where one person's emotions and related behaviors directly trigger similar emotions and behaviors in other people.

Social Embeddedness

The degree to which individuals or entities are enmeshed in a web of social relationships, influencing and being influenced by norms, behaviors, and expectations.