Hana Cho sells gas-powered generators.She finds it useful to divide the accounts in her territory on the basis of whether they sell at wholesale or retail as well as according to their potential sales volume.Cho is using:
A) dual operational integration.
B) multivariable account segmentation.
C) parallel account integration.
D) territory-aggregate management.
E) double positioning.

Question

Quizplus · Accepted Answer

Cho is using multivariable account segmentation, which involves using 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.

Hana Cho Sells Gas-Powered Generators