Policies that specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out is referred to as:

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Account management policies typically specify whom salespeople should contact (i.e., which accounts they are responsible for), what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out. Territorial management policies relate to how sales territories are defined and managed, while sales-response policies relate to how salespeople should respond to different customer situations. Customer contact policies may cover some of these aspects, but the term is not typically used to refer to a specific set of policies.

Policies That Specify Whom Salespeople Should Contact,what Kinds of Selling