Identify a true statement about sales accounts classification and resource allocation.
A) The proportion of unprofitable accounts is minimal;therefore,all accounts should have equal allocation of resources.
B) As a rule,80 percent of the sales in a territory come from only 20 percent of the customers.
C) Salespeople should avoid classifying customers on the basis of their sales potential.
D) All customers have the same buying potential,just as all sales activities produce the same results.
E) Salespeople should maximize effort spent with the customers who offer little opportunity for profitable sales.

Question

Quizplus · Accepted Answer

This is known as the Pareto Principle or the 80/20 rule which states that 80 percent of sales come from 20 percent of customers. This means that sales accounts should be classified based on their potential to generate revenue and resources should be allocated accordingly.

Identify a True Statement About Sales Accounts Classification and Resource