According to the textbook, what is the term for the process of placing existing customers and prospects into categories based on their sales potential?
A) territory analysis
B) account classification
C) portfolio analysis
D) customer relationship management

Question

Quizplus · Accepted Answer

Account classification is the process of placing existing customers and prospects into categories based on their sales potential. Territory analysis refers to the process of assigning salespeople to specific geographic areas. Portfolio analysis involves assessing a company's product portfolio and deciding which products to invest in or discontinue. Customer relationship management refers to the overall management of interactions with customers to build and maintain strong relationships.

According to the Textbook, What Is the Term for the Process