A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

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Account management policies specify which customers or accounts salespeople should focus on and how they should be serviced. This includes determining how often to contact each account, what products or services to offer, and what kind of support is necessary. Sales response management policies refer to the process of how leads are followed up on and converted into sales, territorial management policies refer to the allocation of sales territories, customer management policies refer to how customer relationships are managed, and salesforce management policies refer to the management and motivation of the sales team.

A Policy That Specifies Whom Salespeople Should Contact,what Kinds of Selling