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.

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