During the process of account classification, it is not uncommon for salespeople to find ________?
A) 60 percent of their customers generate 30 percent of their sales potential.
B) 20 percent of their customers generate 80 percent of their sale potential.
C) 50 percent of their customers are high volume customers and 50 percent are low volume customers.
D) most accounts can be classified into one of two categories.
E) several accounts that generate little sales potential and even fewer that generate high sales potential.

Question

Quizplus · Accepted Answer

The phenomenon described in option B is known as the Pareto Principle or the 80/20 rule, which suggests that 20 percent of customers generate 80 percent of sales. This is a common finding during the account classification process. Options A and E are possible outcomes but not as commonly found as option B. Option C is not necessarily a typical finding as the percentage split between high and low volume customers can vary. Option D is vague and not a useful answer.

During the Process of Account Classification, It Is Not Uncommon