In addition to their large buying size,strategic accounts are likely to be differentiated from smaller accounts by their:
A)Complex buying process.
B)Desire to concentrate on domestic markets,to the exclusion of foreign markets.
C)Preference for using a line organizational structure.
D)Desire to avoid dealing with a selling team - preferring instead to deal with one sales rep.
E)None of these is correct.

Question

Quizplus · Accepted Answer

Strategic accounts often have a complex buying process due to their size, internal decision-making structures, and the risk associated with large purchases. This complexity requires sellers to be knowledgeable about the customer's internal processes and to establish relationships with multiple stakeholders involved in the decision-making process. The other options are not necessarily indicative of strategic accounts.

In Addition to Their Large Buying Size,strategic Accounts Are Likely