Figure 20-7 -Consider Figure 20-7 Above,which Is an Account Management Policy Grid

question 319

Multiple Choice

Figure 20-7
-Consider Figure 20-7 above,which is an account management policy grid that groups customers according to level of opportunity and the firm's competitive sales position."A" represents what account management policy?

• A) Consider (1) replacing personal calls with telephone sales or direct mail to service accounts and (2) dropping the account if it is unprofitable.
• B) Emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible.
• C) Take advantage of a good opportunity because the accounts have high potential and the sales organization has a strong position.
• D) Accounts should receive a high level of sales calls and service to retain and possibly build accounts.
• E) Accounts should receive moderate level of sales and service to maintain current position of sales organization.

---

Definitions:

Southeastern Asia

A geographic region consisting of countries situated to the southeast of Asia, including Indonesia, Thailand, and Vietnam.

Indian Ocean

The third largest ocean in the world, bounded by Africa to the west, Asia to the north, Australia to the east, and the Southern Ocean to the south.

Fault Strength

A measure of how resistant a fault is to movement or slip under tectonic stresses.

Stress Decreases

Refers to the reduction in the force per unit area exerted on a material or structure.