Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.
A) account segmentation
B) market diversification
C) undifferentiated selling approach
D) territorial development
E) market penetration

Question

Quizplus · Accepted Answer

Salespeople using the account segmentation approach recognize that their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies. Consequently, they develop sales objectives based on overall sales and sales of each product for each customer and prospect.

Salespeople Using the _____ Approach Recognize Their Territories Contain Accounts