Account management policies
A) specify how salespeople will be compensated and how sales performance will be evaluated.
B) specify which products or services will be offered to which consumers, through which outlets, and at what price.
C) specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
D) specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
E) determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.

Question

Quizplus · Accepted Answer

Account management policies focus on guiding salespeople on whom to contact, what activities to engage in, and how to carry out these activities effectively.

Account Management Policies