Which of the following statements about national and key accounts is true?
A)National accounts often require more detailed and sophisticated treatment than smaller customers
B)Salespeople who handle national accounts typically receive the same or lower commission rates than salespeople who handle smaller accounts
C)Having national accounts greatly complicates the coordination of selling activities
D)The trend toward decentralized purchasing has accelerated the development of national and key accounts
E)All of the above statements about national and key accounts are true

Question

Quizplus · Accepted Answer

National accounts typically have larger budgets and require more specialized attention from salespeople, often leading to more detailed and sophisticated treatment.

Answer: D
 Decentralized purchasing has led to the development of national and key accounts, as companies look for more efficient ways to manage their purchasing activities.

Which of the Following Statements About National and Key Accounts