Account Management Policies Refer to

question 271

Multiple Choice

Account management policies refer to

• A)policies that specify how salespeople will be compensated and how sales performance will be evaluated.
• B)policies that specify which products or services will be offered to consumers, through which outlets, and at which price.
• C)policies that specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the department as a whole.
• D)policies that 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)policies that determine the sales quotas for the upcoming year based upon past sales performance and current forecasting.

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