Major Account Management Refers to

question 71

Multiple Choice

Major account management refers to

• A)the assignment of a single salesperson to a single customer throughout the course of the entire sale.
• B)the practice of assigning the highest performing salesperson to the clients with the highest profit accounts.
• C)the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term cooperative relationships.
• D)a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through traditional reorders or written correspondence.
• E)the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.

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Definitions:

Conscientiousness

A personality trait marked by diligence, carefulness, thoroughness, self-discipline, and the desire to do a task well.

Agreeableness

Refers to the tendency of an individual to be pleasant, accommodating, and willing to avoid conflict in their interactions with others.

Extraverted

Describes individuals who are outgoing, socially confident, and derive energy from interacting with others.

Epigenetics

the study of heritable changes in gene expression that occur without altering the DNA sequence, influenced by environmental factors and life experiences.