Account Management Policies Refer to Policies That

question 66

Multiple Choice

Account management policies refer to policies that

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

---

Definitions:

Difference Threshold

The minimal detectable difference between two stimuli required for detection that they are not the same, also known as the just noticeable difference (JND).

Separation Threshold

The minimum distance or difference between stimuli detectable by the sensory system.

Response Threshold

It is the minimal amount of stimulus intensity required for a neuron to fire a response or for a specific response criterion to be met in behavior.

Psychophysics

The scientific study of the relationship between stimuli (which are physical) and the sensations and perceptions they produce in the observer.