When using the ELMS system to differentiate accounts, what do territory managers usually use to classify the accounts?
A)determine demographic characteristics so that the needs of the customers match the abilities of the salespeople
B)rate salespeople at performance appraisal time
C)match the personalities of salespeople to those of their customers
D)create the most efficient travel routes for salespeople
E)categorize accounts in terms of profitability

Question

Quizplus · Accepted Answer

Territory managers typically use profitability to classify accounts in order to determine how much effort and resources to allocate to each account. This allows them to prioritize their sales efforts and ensure that they are focusing on the most profitable accounts.

When Using the ELMS System to Differentiate Accounts, What Do