Which of the following statements about major and key accounts is true?
A) Major accounts often require more detailed and sophisticated treatment than smaller customers
B) Salespeople who handle major accounts typically receive the same or lower commission rates than salespeople who handle smaller accounts
C) Having major 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 major and key accounts are true

Question

Quizplus · Accepted Answer

Major accounts often have larger budgets and more complex needs, requiring a higher level of attention and customization from the salesperson. Therefore, they need more detailed and sophisticated treatment. The other statements are either false or not universally true.

Which of the Following Statements About Major and Key Accounts