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

question 339

Multiple Choice

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

• A)accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• B)accounts that the firm should consider (1)replacing personal calls with telephone sales or direct mail to service accounts and (2)dropping account if unprofitable
• C)accounts offer little opportunity and the sales organization position is weak
• D)accounts that should receive a high level of sales calls and service to retain and possibly build accounts
• E)accounts that should receive moderate level of sales and service to maintain current position of sales organization

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Definitions:

Initiative

The ability to assess and initiate things independently, often leading to innovation or the accomplishment of tasks without direct supervision.

Level 5 Leadership

A concept describing the highest stage of leadership maturity characterized by a unique blend of personal humility and professional will.

Personal Humility

A characteristic of individuals who have a modest view of their own importance and are respectful towards others' perspectives and achievements.

Professional Will

A document or plan that outlines how one’s professional responsibilities and tasks should be managed in their absence, ensuring continuity and accountability.