Figure 20-7 -Consider Figure 20-7 Above,which Is an Account Management Policy Grid

Figure 20-7
-Consider Figure 20-7 above,which is an account management policy grid that groups customers according to level of opportunity and the firm's competitive sales position."B" represents what account management policy?

A) Consider (1) replacing personal calls with telephone sales or direct mail to service accounts and (2) dropping the account if it is unprofitable.
B) Take advantage of a good opportunity if the sales organization can overcome its weak position.
C) Emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible.
D) Accounts should receive a high level of sales calls and service to retain and possibly build accounts.
E) Accounts should receive moderate level of sales and service to maintain current position of sales organization.