The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer,wholesaler,or government agency.This approach to segmentation is called:
A) undifferentiated selling.
B) double-positioning.
C) multivariable account segmentation.
D) parallel account segregation.
E) total territory management.

Question

Quizplus · Accepted Answer

The firm is using multivariable account segmentation, which uses more than one criterion to characterize the organization's accounts. The type of market, environment, account sales potential, and sales volume are major variables for segmenting accounts.

The J&L Grocery Distribution Company Characterizes Its Customers According to Their