Dividing accounts on the basis of the types of accounts and sales volume would be an example of:
A) multivariable account segmentation.
B) market integration.
C) parallel account management.
D) territory-aggregate management.
E) double positioning.

Question

Quizplus · Accepted Answer

Multivariable account segmentation means using more than one criterion to characterize the organization's accounts. Sales organizations use segmentation because they sell to several markets and use many channel members in these markets. Furthermore, they may emphasize different products, product sizes, or product lines to different channel members in various markets.

Dividing Accounts on the Basis of the Types of Accounts