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

question 243

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."A" represents which account management policy?

• A)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
• B)accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
• C)accounts that offer a good opportunity because they have high potential and the sales organization has a strong position
• 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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