The Sales Effort Allocation Index

The sales effort allocation index:

A) Reflects the relative amount of sales call effort that should be allocated to an account in comparison with other accounts
B) Is published annually in Sales & Marketing Management
C) Is used to help define tentative sales territories
D) Recognizes that there are three appropriate call frequencies as identified by the ABC classification method
E) Is limited in its usefulness to estimating sales response functions based on consumer buying behavior