When Using an Account Management Policy Grid, an Account Would

question 239

Multiple Choice

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

• A) high and the sales organization has a strong competitive position.
• B) low and the sales organization has a strong competitive position.
• C) high and there is a likelihood that a strong competitive position can be achieved in the future.
• D) low and the sales organization has a low competitive position.
• E) high and the sales organization has strong competitive position.

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Definitions:

Intentions

Plans or commitments to carry out a specific action in the future.

Evolutionary Perspective

A theoretical approach in various sciences that seeks to explain traits, behaviors, and patterns by considering their evolutionary origins and adaptations.

Baring Teeth

An expression or gesture in which the lips pull back to expose the teeth, often as a sign of aggression or warning in animals and humans.

Anger

An emotional state characterized by feelings of displeasure or antagonism towards someone or something perceived as a threat or wrong.