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 in the future.
D) low and the sales organization has a low competitive position.
E) high and the sales organization has strong competitive position.

Question

Quizplus · Accepted Answer

When the account opportunity level is low and the sales organization has a low competitive position, it is more cost-effective to use less personal and more automated methods like telemarketing or direct mail.

When Using an Account Management Policy Grid, an Account Would