Salespeople using the account segmentation approach believe their territory has accounts with different needs and characteristics; hence, different selling strategies need to be deployed to maximize potential revenue.

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Quizplus · Accepted Answer

The statement is true, as account segmentation is a tactic that involves dividing a territory or customer base into subgroups based on their unique needs and characteristics, and then tailoring sales strategies and tactics to suit each group's specific requirements. Such an approach enables salespeople to optimize their time and resources and maximize sales revenue by focusing on the accounts most likely to generate the highest returns.

Salespeople Using the Account Segmentation Approach Believe Their Territory Has