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

question 322

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."B" 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) Take advantage of a good opportunity if the sales organization can overcome its weak position.
• C) Emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible.
• 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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Definitions:

Express Warranty

A seller's promise or guarantee that a product meets certain quality or performance standards.

Legally Enforceable

A term that describes a contract or obligation that is recognized by law and can be upheld in a court of law.

Writing

The activity or skill of marking coherent words on paper and composing text.

Defective Tender

Involves an offer of payment that does not meet the legal requirements or criteria specified in a contract.