When Using an Account Management Policy Grid, an Account Would

question 210

Multiple Choice

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

• A)high and the sales organization has a strong competitive position.
• B)low and the sales organization has a strong competitive position.
• C)high and there is a likelihood that a strong competitive position can be achieved.
• D)low and the sales organization has a low competitive position.
• E)high and the sales organization has strong competitive position.

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Definitions:

Theory Of Mind

The ability to attribute mental states—beliefs, intents, desires, emotions, knowledge—to oneself and others.

Conventional Morality

A stage in moral development characterized by adherence to rules and standards of one's group or society.

Logical Reasoning

The process of using a rational, systematic series of steps based on sound mathematical procedures and given statements to arrive at a conclusion.

Moral Reasoning

The process through which individuals make decisions about what is right and wrong based on personal, societal, and ethical criteria.